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IBM Senior Principal, Managed Services Business Development - Promontory in Research Triangle Park, North Carolina


Promontory Financial Group ('Promontory'), an IBM Company, is a global leader in strategy, risk management, and compliance consulting. Promontory excels at helping clients resolve critical issues, particularly those with a regulatory dimension.

Our unique domain expertise, combined with IBM's world-class technology, allows us to resolve challenging national and cross-border issues in banking, securities, commodities, financial instruments, markets, digital assets, and insurance.

Promontory professionals have unparalleled regulatory experience and insight, and provide our clients with frank, proactive advice informed by best practices and regulatory expectations.

Promontory is a leading strategy, risk management, and regulatory compliance consulting firm focusing on the financial services industry. Our professionals, with deep expertise gained through decades of leadership at regulatory bodies, Fortune 100 corporations, and consultancies, help entities understand and implement global and national financial services regulation and risk and governance practices, and operate effectively.

Your Role and Responsibilities

The Senior Principal, Managed Services Business Development role is responsible for targeting U.S. financial institutions to identify, qualify and close sales of our entire range of risk and compliance transformational managed solutions - representing our market-leading capabilities across people, process, and technology.

In this role, you will be tasked with selling the full range of our service offerings and delivery models - from short term projects through to long-term, fully managed services. These solutions are designed to supply our clients with the quality resources that they need, no matter the complexity of the function or duration required.

In addition, this role will sell our unique Intelligent Workflow-enabled managed service offerings, which wrap IBM technology accelerators around Promontory resources to execute key functions with maximum productivity levels for our clients.

These clients range from some of the largest traditional banking institutions in the US to fintechs working at the cutting edge of financial services - including cryptocurrency firms and payment processors. Our goal is to support immediate operational needs while driving strategic transformation across this diverse client set, and you will have the opportunity to work closely with client executive leadership teams on a daily basis to accomplish this.

Responsibilities Include:

  • Developing and executing effective semi-annual, segment level and account level plans, that drive successful relationship building, prospecting and sales activity, leading to on or above plan revenue generation.

  • Developing and maintaining strong knowledge of all risk and compliance managed service offerings with a heavy emphasis on our financial crimes solutions, including project based and multi-year services.

  • Sourcing new opportunities through prior contacts, self-directed research, referrals, cold calls and email campaigns.

  • Building relationships with prospects by gaining insight into their businesses, enabling you to engage them effectively on a phone call, leading to an agreement for follow up.

  • Developing and actively managing a full pipeline of opportunities.

  • Independently driving sales opportunities from open to close, including delivering 'pitch' presentations without significant support.

  • Tracking and updating all pipeline activity using company mandated tools.

  • Developing and managing existing client relationships within assigned territory to drive add-on business.

  • Driving comprehensive and timely segment reporting, effective pipeline management and periodic segment meetings in support of goal achievement.

  • Collaborating effectively across IBM and PFG groups to cross-sell, upsell and maximize our account footprint.

Required Technical and Professional Expertise

  • 15+ years of experience working in a consulting firm or a business process outsourcing vendor in a direct sales role focused on selling risk and/or compliance managed services/staff augmentation services to U.S. banks and other financial services firms

  • An active rolodex of relationships in the North American banking industry, including with the following titles: BSA/AML Officer, Chief Compliance Officer, Chief Risk Officer, Head of Client Onboarding, Head of KYC, Head of Transaction Monitoring, and the Head of Fraud

  • Demonstrable knowledge of the key risk and compliance functions within a bank and across the lines of defense

  • Proven experience building relationships with and professionally interacting with C-level executives at managed accounts

  • Track record of building long-term relationships with customer satisfaction and client retention

  • Ability to work well in a changing environment while maintaining discipline to achieve goals

  • Polished presentation, interpersonal and networking skills

  • Ability to develop and refine sales collateral and presentation materials with limited support

  • Knowledge of Salesforce and a strong desire to use Salesforce to comprehensively track and report on all opportunities, activities and outcomes

  • Passionate self-starter with the drive to achieve and surpass objectives

Preferred Technical and Professional Expertise

  • Bachelor's degree from an accredited institution

About Business UnitFounded in 2001 by Chief Executive Officer Eugene A. Ludwig, former U.S. comptroller of the currency, Promontory became a wholly owned subsidiary of IBM in 2016.

Operating at the intersection of strategy, risk management, technology, and regulation, Promontory helps clients achieve their business goals through designing and implementing strategic initiatives, performing key functions, and managing regulatory, operational, and financial risks. We are a trusted partner to both financial and non-financial corporations and governing bodies. We work with boards of directors, senior management, business-line leaders and compliance professionals to help improve functions and business results.

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.

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.