Job Description
Introduction
The sales teams at IBM are world-renowned for being industry’s top experts in the profession. As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM’s clients. Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.
Your Role and ResponsibilitiesThe Government Business Development Executive (BDE) is responsible for the identification, validation, development, progression, and capture of opportunities relevant to the IBM Research portfolio funded primarily by the US Federal government but also including State and Foreign Governments.
Success for this role is measured on new agreement signings and income generated for IBM Research. The Government BDE is expected to drive multimillions of dollars in signings each year.
The Government BDE forges and sustains successful strategic partnerships with government agencies, national laboratories, and systems integrators to gain a client’s attention and trust, identify government research needs and objectives that align with IBM’s research strategy.
The Government BDE shapes new engagements, defines value propositions, articulates technical differentiation, and secures teaming partners where appropriate.
The Government BDE applies experience in the various Government budget and the US Federal procurement and assistance agreement environment, the Government proposal process, consultative selling, client relationship-building and managing in a highly matrixed environment. In addition to the US Federal government, knowledge and experience in the processes of State and Foreign Governments is desirable.Location are Albany NY, Yorktown Heights NY, Washington DC. Working in an IBM 3 days a week is required
Required Technical and Professional Expertise
- US Government sales and capture experience
- Experience working with the Department of Defense, the Department of Commerce, the Department of Energy, or the Department of Homeland Security
- Experience identifying new US Government opportunities by analyzing program strategies, technology shifts and mission objectives·
- Experience building relationships and engaging with Government clients to support opportunity pipeline.
- Ability to drive sales for complex technical engagements, to include learning technical material and working across technology ecosystems
- Track-record of developing and maintaining a long-term sales pipeline, and progressing opportunities through the pipeline
- Provide subject-matter-expertise related to new research engagements·
- Experience leading technical discussions with senior Government customers that lead to deal-closure.
- Proficiency in Government acquisition and contracting subject matter to support deal execution.
- US Citizenship is required
Preferred Technical and Professional Expertise
- Technical depth in the areas of AI, Multicloud, Quantum, Semiconductors or Cybersecurity
- Experience working with the Defense Industrial Base
- Top Secret Clearance
