Enterprise Applications Business Development Executive

Employment Type

: Full-Time


: Miscellaneous

Introduction As an Enterprise Applications Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM's top technologies. If you're ready to bring insights and experience in areas such as Cloud, IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development. Your Role and Responsibilities The Enterprise Applications Business Development Executive will be responsible for the qualification, progression and closing of new Global Business Services (GBS) application services business in North America. IBM is hiring candidates with industry expertise and/or offering based expertise in EA cloud. Having experience across traditional and newer 'as a service' models is critical for this role. You will work closely with our clients and in cooperation with other IBM sellers and business partners. Candidates should have experience in consultative selling, building client relationships, leading sales efforts, leading meetings and delivering presentations. The candidate must be able to 'whiteboard' and consult with a client to determine areas of opportunity across our portfolio of services. The Enterprise Applications Business Development Executive is expected to perform a variety of tasks, and a wide degree of creativity and latitude is expected. Role responsibilities include: * Developing an extensive portfolio of strategic services opportunities * Building and maintaining extensive executive and senior management relationships in client organizations * Working collaboratively with other IBM units, partners and external consultants as appropriate * Responsibility for the ongoing qualification of opportunities and make informed recommendations * Owning the opportunity until formal engagement, facilitating the transition to the assigned engagement team, and stay involved after the engagement * Establish client credibility via deep industry, EA and consulting expertise * Identify trends and business opportunities by researching industry related events and publications, social networking, and other sources * Work with client to co-create new business models and IT value * Generate client value proposition, gain client consensus and drive opportunities * Lead and / or participate in client-facing sales meetings and own the EA sales responsibilities for the meeting * Provide subject-matter-expertise related to our EA application offerings * Develop compelling EA and Development strategies, roadmaps and solutions in response to client needs and request for proposal * Develop and deliver client facing sales presentations at the CIO and Executive Suite level * Develop compelling, written responses to clients' request for services or proposals * Work with the Industry teams to build contracts and statements of work to help close the signings of the opportunity Required Technical and Professional Expertise * Proven track record in managing, developing, and closing complex, multi-year, $10M+ deals * In-depth knowledge of the local market, key competitors, and potential partners' offerings * Experience in developing and executing a winning sales strategy * Extensive network within the business, advisory and competitive community * Business Development and Client Management experience (IT Infrastructure Services) * Strong leadership skills * Thorough understanding of Managed Services and proven ability to present to CxO level executives * Experience selling Hybrid Cloud Management services that include: containerization of applications, experience with hyperscalers such as AWS, Azure, IBM cloud, and/or experience with Red Hat Open Shift 15+ years' experience in Information Technology services across industries * 5+ years' experience in managing ISV alliances, sales and business development * 3+ years' experience in major public cloud platform/products/services Preferred Technical and Professional Expertise n/a

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