Jobs in Newcastle, United Kingdom

Introduction

The State, Local Government and Education (SLED) industry is part of the Public Market Industry which includes Healthcare and Life Sciences. The Public Market Industry is one of 5 industries for IBM Consulting Americas. The SLED Industry has been in a significant growth trajectory growing from $420M in 2021 to $550M in 2024, with growth plans, to exceed $600M.

To facilitate the growth plans, we have placed Lead Client Partners (LCPs) in key States - The LCP is responsible for leading the efforts in their specific state, creating an account plan, developing and enhancing existing and new client relationships, and leading the team to exceed account targets for Revenue, Signings and Gross Profit, The Business Development Leader (BDL) for a state, would be team with an LCP by developing client relationships, developing a pipeline of opportunities, both in the short term (over the next 3 quarters) and long term (over next 2 years). The BDL role will have a Scorecard Target focused on < $10M signings target and be on an incentive plan (100% Salary with OTE at 150%). This target will align with the Accounts overall target.

Your role and responsibilities

This role will sit within in the SLED Industry Team supporting the SLED Industry. This roles is specific to the State of Texas Business Development Leader.

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 their assigned state. In partnership with LCP, this individual 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. This individual 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 $50M to $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 including listening, communication and relationship building with executive level customers

• Must have knowledge through work experience, in business development and sales, of consulting solutions (non IBM or IBM) and an understanding of IBM Consulting solutions priority focus areas

• Ability to build executive level and mid level client relationships

• Driven to have a client first focus to create client intimacy and essentialism

Ability to build collaborative relationship inside of IBM

• Lead demand generation engine and delivery execution across IBM Consulting Growth Platforms and service lines in conjunction and alignment with their assigned Lead Client Partner

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 sales and delivery experience in state, city and county projects

The ideal candidate has:

· Work experience in sales and business development, in consulting, in their assigned state or solution area

· Existing 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 their assigned state.

· Very Strong Sales and Business Development Acumen

· Proven track record in sales and business development

· Ability to be understand multiple types of solutions 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, IBM Technology and others

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

· Would live in their assigned state

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.