Business Development Leader - Health and Human Services SME

IBM • Reeds, MO

272d

About The Position

This role will sit within in the SLED Industry Team and would be one of approximately 7 Business Development Leaders, supporting the SLED Industry. It is focused on Business Development of Health and Human Services solutions. This role's primary duties include the building of a sales pipeline of IBM Consulting opportunities across the three growth platforms for IBM Consulting - Business Transformation Services, Hybrid Cloud Services, Client Security Services. This individual would be part of the Health and Human Services Industry team and focus on HHS focus areas including Medicaid, Child Support, Child Welfare. Would be responsible to build and maintain strong client relationships at all levels with the objective of becoming a trusted business advisor to many clients in State Government, City-County Government and Education institutions. They will proactively work with clients to understand identify their vision, business and information technology objectives, priorities, budget, critical success factors and applies this knowledge to establish and implement a business development strategy for the territory. They are able to easily understand and translate customer requirements into potential IBM solution opportunities, to enable the generation of prioritized sales opportunity pipeline. Pipeline generation activities should exceed $100M per year; As part of this role, the individual may need to construct partnerships between clients, team IBM, vendors, and subcontractor organizations and manages the implementation of these partnerships to address business opportunities for IBM Consulting. This individual will have equally balanced skills in key general management areas of client relationship management, consultative selling, portfolio and program management and team and people management. This job can be performed from anywhere in the US.

Requirements

• Bachelor's Degree.
• Ability to position IBM at Executive and mid management perspective with SLED clients.
• Executive Presence (Communication / Presence / Knowledge of IBM Business Skills).
• Build both executive level and mid level relationships.
• Client first focus to create client intimacy / essentialism.
• Industry SME with experience in Medicaid, Child Support, Child Welfare or other Health and Human Services solution areas.
• Ability to build collaborative relationships inside of IBM.
• Lead demand generation engine and delivery execution across IBM Consulting Growth Platforms and service lines.
• Identify, Qualify and Develop Opportunities across IBM Consulting solution areas.
• Delivery knowledge, sales and business development experience.
• Experience in state, city and county projects.

Nice To Haves

• Executive presence and client relationship building skills with C Suite, CIO and Line of Business.
• Very Strong Sales and Business Development Acumen.
• Proven track record in sales and business development.
• Ability to drive a partnering strategy with key ecosystem partners like MS, AWS, Oracle, Workday.
• Preferred experience in working with, selling to or delivering to State, Local Government clients.

Responsibilities

• Build a sales pipeline of IBM Consulting opportunities across Business Transformation Services, Hybrid Cloud Services, Client Security Services.
• Focus on Health and Human Services areas including Medicaid, Child Support, Child Welfare.
• Build and maintain strong client relationships at all levels.
• Become a trusted business advisor to clients in State Government, City-County Government, and Education institutions.
• Work proactively with clients to understand their vision, business and IT objectives, priorities, budget, and critical success factors.
• Establish and implement a business development strategy for the territory.
• Translate customer requirements into potential IBM solution opportunities.
• Generate prioritized sales opportunity pipeline exceeding $100M per year.
• Construct partnerships between clients, team IBM, vendors, and subcontractor organizations.
• Manage the implementation of partnerships to address business opportunities.

Benefits

• Continuous learning and development opportunities.
• Encouragement to be courageous and experiment.
• Supportive environment for personal and professional growth.
• Team-focused approach to drive exceptional outcomes.

What This Job Offers

• Career Level: Mid Level
• Industry: Computer and Electronic Product Manufacturing
• Education Level: Bachelor's degree