IBM Account Growth Executive-Cloud Application Services-Life Sciences in Dallas, Texas

Job Description

Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization and is responsible for delivering application development and maintenance services for client. The Account Business Development Executive (BDE) is a sales and solution leader responsible for leading new opportunities across multiple accounts.

Role responsibilities include:

Business development (Pre-Sales)

Establishing and maintaining executive relationships

Solution Design

Complex pricing which is translated as client value proposition

Contracting and Negotiations

Engagement Oversight

Success is measured by the following business metrics:

Signing (new contracts)

Total Revenue Growth

SaaS Revenue Growth

Pipeline Coverage (New opportunity identification, validation, and qualification)

Prior experience in Sales and/or Business Development for Application Development and Maintenance services is required. Candidates should also be familiar with the following techniques, technologies, and platforms – including the applicability to IBM’s clients to drive improved customer service and safety:

Agile application development and maintenance services

Cloud based delivery of Applications including DevOps and integration platforms

Analytics solutions including cognitive computing

Application Development for Mobile technologies

Cloud Application Migration Services

Application portfolio optimization/transformation services

Key job responsibilities include:

Develops and sustains executive relationships at assigned accounts

Achieves Annual, Quarterly, and Monthly Signings & Revenue Quotas

Develops and executes growth initiatives

Opportunity identification and progression

Serves as the single point of client contact for the specific opportunity being pursued

Exhibits thought leadership and forms strategic relationships to provide the client value (e.g., ADM efficiencies, market trends, regulatory support) while maintaining an effective partnership with the client's executive management and key individuals who influence client decision making

Analyzes client’s business, goals, strategies, industry trends and directions

Develops client deliverables such as a request for information (RFI), request for proposal response (RFP), statements of work (SOWs), and oral presentations

Defines proposal format, tables of contents, develops proposal input per plan, authors final proposal ensuring consistency of content and integration, develops proposal risk assessment for review, schedules & leads the review, leads presentations to client, reviews & approves final proposal, participates in lessons learned activities, leads win-loss review, participates in due diligence

Integrates products and services required to meet business needs

Leads commercial and technical negotiations to senior client executives & stakeholders

Actively participates in developing the team’s goals and managing to deliver the agreed upon objectives

Effectively manages multiple client opportunity

Additional characteristics which will help make candidate successful:

Strong leadership capabilities

Effective communication skills

Self-directed and goal oriented


Well organized & Team Player

Are you interested in taking the next step in your career? Apply today!

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Required Technical and Professional Expertise

· At least 3 years experience in one or more of the following: Cloud, Mobile, Testing, Cognitive / Automation

· At least 2 years experience in consultative selling of Application Development and Maintenance services

· At least 2 years experience in business development

Preferred Tech and Prof Experience

· At least 5 years experience in one or more of the following: Cloud, Mobile, Testing, Cognitive / Automation

· At least 10 years experience in consultative selling

· At least 10 years experience in business development

EO Statement

IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.