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Introduction

A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe. You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio.

Your role and responsibilities

Direct multiple project work teams, collaborating closely with project managers, account managers, and delivery leadership. Direct development and integration of project deliverables. Set project objectives and priorities. Monitor project progress, performance, and staffing requirements.

Provide leadership and creativity in structuring large client engagements, typically with multi-year contracts, multiple sub-contractors, and numerous phases.

Successfully and profitably manage the delivery of a portfolio of public sector projects and services within planned timelines, budgets, margins, and quality specifications.

Use appropriate methodologies (such as risk mitigation/management, change/control management and contract management).

Write accurate and effective statements of work so that both the client and AST staff understand the project expectations and roles.

Identify and pursue new business opportunities that result in profitable revenue growth within the existing client bases, and sell (i.e., qualifies, forecasts, prices, negotiates) services within one's area of expertise.

Participate in sales and presales activities for new public sector client pursuits, representing AST’s delivery methodology, approach, and expertise within the prospect’s particular government vertical.

Establish strong client relationships to leverage public sector expertise to translate the client’s long-range requirements and objectives into a services strategy.

Establish strong partnerships with client’s senior management and executive levels, navigating through project progress, anticipating and communicating issues with resolution options, representing AST on executive steering committees, and serving as an escalation point. Maintain long-term client relationships after project completion.

Function as an expert in one or more solution areas; use expertise to determine how the solution fits into the client’s business and generates growth for AST.

Establish and maintain relationships with public sector trade associations, regulatory organizations, and key government executives.

Required technical and professional expertise

A minimum of 15 years of consulting experience or equivalent, with at least 6 years of managing projects/programs at other consulting firms supporting public sector clients.

Prior experience with ERP and HCM SaaS applications preferably with Oracle Cloud.

Prior experience performing the job of an architect or solutions specialist, business development manager (or consultative selling /closing experience), or project manager.

A sustained record of developing new add-on, profitable business.

Strong communication skills with experience developing relationships with a variety of clients at all levels. Strong presentation and listening skills.

Collaborative team player who demonstrates willingness to support multiple aspects of the business with an ability to work in a fast-paced environment with diverse groups.

Attention to detail - a natural curiosity to dig deeper to understand problems and to relentlessly strive to find a solution.

In-depth knowledge of public sector organizations, processes, challenges, common systems, and technologies

Active participation in professional associations, industry roundtables, etc.

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.