We are seeking an experienced Business Development Executive with deep insights of our Solution Portfolio and a focus on specific industries to support our clients along their hybrid and Multi Cloud Transformation.
The Business Development Executive (BDE) has the responsibility for the ongoing identification, development, and assessment of the IT services business opportunities with key accounts and selected clients based on a proactive market screening, targeting, and business analysis in the context of managed Hybrid and Multi Cloud Services.
Business Development Executives develop extensive executive and senior management relationships in client organizations. They identify and develop the most attractive opportunities for potential engagements.
They work collaboratively with other teams across IBM and with other partners and consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other IBM groups.
They own the opportunity until formal sales engagement and facilitate the transition to an engagement team, and remain involved during the engagement phase, as appropriate.
Primary Measurement : Contract Signings performance; Business development metric such as, pipeline of well-qualified business.
Activities in Scope : Proactively identify, qualify and ensure proper hand-over of deals to Client Solution Executives (CSEs) after deals have successfully passed qualification requirementsWork collaboratively with other business units, business partners, and Third-Party Advisors or external consultants as appropriateLead pursuit teams during the deal shaping and deal development phaseOversee the development of business cases, Non-Binding Initial Estimate (NBIE) proposals and customer presentationsDevelop and execute win strategies and themesDevelop compelling value propositions consistent with the client's critical success factorsEnsure relevant analysis, demonstrate the compelling financial rational for customers and the profitability goals over the lifetime of dealsDevelop visionary business value propositions on executive level, encompassing all lines of businessBuild effective partnerships with customers through senior executive contacts