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Introduction

This role will sit within IBM Consulting's SLED Industry Team and would be one of approximately 7 Business Development Leaders, supporting the SLED Industry.

Your role and responsibilities

This role’s primary duties include the building of a sales pipeline of IBM Consulting opportunities across the three growth platforms for IBM Consulting - Business Transformation Services, Hybrid Cloud Services, Client Security Services.

This individual would be the primary focal point and owner for business development activities across the state of California. Would be responsible to build and maintain strong client relationships at all levels with the objective of becoming a trusted business advisor to many clients in State Government, City-County Government and Education institutions. They will proactively work with clients to understand identify their vision, business and information technology objectives, priorities, budget, critical success factors and applies this knowledge to establish and implement a business development strategy for the territory. They are able to easily understand and translate customer requirements into potential IBM solution opportunities, to enable the generation of prioritized sales opportunity pipeline.

Pipeline generation activities should exceed $100M per year; As part of this role, the individual may need to construct partnerships between clients, team IBM, vendors, and subcontractor organizations and manages the implementation of these partnerships to address business opportunities for IBM Consulting. This individual will have equally balanced skills in key general management areas of client relationship management, consultative selling, portfolio and program management and team and people management.

This job can be performed from anywhere in the US.

Required technical and professional expertise

* Ability to position IBM at Executive and mid management perspective with SLED clients

• Executive Presence (Communication / Presence / Knowledge of IBM Business Skills)

• Build both executive level and mid level relationships

• Has client first focus to create client intimacy / essentialism

* Ability to build collaborative relationship inside of IBM

• To lead demand generation engine and delivery execution across IBM Consulting Growth Platforms and service lines and with IBM Technology

* Identify, Qualify and Develop Opportunities across IBM Consulting solution areas

* Brings delivery knowledge, sales and business development and industry experience such as

• Multi-government agency focus and experience

• Has experience in state, city and county projects

The ideal candidate has:

* Executive presence and client relationship (C Suite, CIO and Line of Business) building skills; Can be the "Face" of IBM Consulting with the lead client partners / associate partners in the state of California

* Very Strong Sales and Business Development Acumen

* Proven track record in sales and business development

* Ability to be understand multiple types of businesses including Health and Human Services, Transportation, Tax, Revenue, K-12, Higher Education etc..

* Ability to drive a partnering strategy with key ecosystem partners like MS, AWS, Oracle, Workday and others

* Preferred experience in working with, selling to or delivering to State, Local Government clients

* Ideally would live in State of California

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.