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 Health Agencies. As a trusted advisor to our agency clients, this role requires a thorough understanding of one or more health agencies to include VA, VBA, or DoD Military Health System. You should also have familiarity with the agency’s priorities from both a clinical and policy perspective and how their business and technology needs can become opportunities and procurements for IBM Watson Health. This role will lead sales within the assigned agency and any additional assigned agencies; and leverages the full spectrum of IBM resources, including consulting services, to deliver value to government agencies thereby enabling these agencies to achieve their business objectives.
Then Client Executive should have a deep understanding of business intelligence technologies and their use within the agency assigned.
Build relationships within target agencies, departments and executives in to identify needs, map to Watson Health services and products 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
6 - 8 years sales experience managing complex software-led solutions sales in a healthcare-related sales role with a demonstrated track record of exceeding business objectives and sales quota.
Strong ability to call on teaming partners, both SDVOSB and large business
Demonstrated experience selling to senior level and executive-level decision makers to influence them to position company solutions as the preferred solutions
Experience developing calls plans and relationship maps to understand an organization’s power structure, individuals’ roles, influence, and relationship to Watson Health and ability to use the plans as a strategic and tactical tool to build pipeline and close deals.
Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.
Preferred Technical and Professional Expertise
8 - 10 years sales experience managing complex software-led solutions sales in a healthcare-related sales role with a demonstrated track record of exceeding business objectives and sales quota.
Have deep relationships within agency represented
Be located close to agency
Be a self-starter, independent worker
Ability to work in a matrix environment
Strong writer and oral communicator
Strong Business Development history
Willingness to travel (average 30% - more at times).
About Business Unit
IBM Watson Health is pioneering a new partnership between humanity and technology with the goal of transforming global health and revolutionizing many aspects of the medical and pharmaceutical industries, as well as government sectors. We aspire to improve lives and give hope by delivering innovation to address the world’s most pressing health challenges through data and artificial intelligence insights.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
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.