At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
It's time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health's AI (Artificial Intelligence) and machine learning technology understands, reasons and learns - helping to translate information into knowledge that can help drive more informed decision-making. With cognitive computing, we can see and analyze more data than ever before - and achieve more than we ever thought possible.
The Client Executive is an experienced, motivated consultative sales executive responsible for IBM Watson Health sales to the US Federal Government Agency-HHS. This role requires a thorough understanding of HHS - CDC. You should have a strong understanding of the agency's priorities from both a business and policy perspective, and how its business and technology needs can become opportunities and procurements for IBM Watson Health. This role will lead Watson Federal Health sales within the agency, and leverages the full spectrum of IBM Watson Health's resources, including consulting services, to deliver value to government agencies thereby enabling these agencies to achieve their business objectives. The CDC position will be based in Atlanta, GA.
The Client Executive should have an understanding of solution areas such as AI, data analytics, and their use within the agency assigned.
Build relationships within target agencies, departments and executives in to identify needs, map to Watson Health offerings and close sales.
Focus on continual development and progression of a pipeline of new business opportunities.
Build and execute strategies to drive sales in assigned sales region and effectively and strategically qualify and win opportunities.
Deliver sales to meet or exceed annual quota within assigned geography.
Working with Client Services counterparts, assume responsibility for the total customer relationship during the sales cycle.
Follow an established sales pursuit process, government capture process and, when assigned, work collaboratively with a capture manager.
Effectively build relationships, collaborate and partner with a cross-functional Watson Health team to strategize and meet with prospective clients to understand business challenges and to deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue.
Develop and execute strategic and tactical sales plans (in conjunction with sales leadership, capture, client services, and sales support groups) to identify and shape new opportunities.
Effectively engage in complex negotiations with prospective clients, and with teaming partners around business commitments and the details of each proposal.
Maintain regular contact with senior and executive-level decision makers - utilizing both on-site sales visits and remote communication for assigned prospects.
Promote IBM thought leadership and represent Watson Health at industry conferences and meetings.
Required Technical and Professional Expertise
Have deep relationships within agency represented
Be located close to agency
Be a self-starter, independent worker
Ability to work in a matrix environment
8+ years or more of consultant services sales
Strong writer and oral communicator
Strong Business Development history
Strong relationships with Federal Health partner community
Willingness to travel (average 10% - more at times).
Preferred Technical and Professional Expertise
10+ years or more of consultant services sales
Experience selling technology solutions, especially business intelligence solutions.
Experience working with value-added re-sellers and/or channel partners.
About Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.