Business Development Leader for State of California

IBM; Sacramento (CA); Remote; USD 90,000 - 150,000; Full time

Job summary

An established industry player is seeking a Business Development Leader to drive growth within the SLED sector in California. This pivotal role involves building strong client relationships and developing a robust sales pipeline, targeting over $100M annually. The ideal candidate will excel in consultative selling and possess a deep understanding of client needs in government and education sectors. With the flexibility to work remotely, this position offers a unique opportunity to influence business strategies and foster partnerships across various sectors, making a significant impact on IBM's success in the region.

Qualifications

• Proven sales and business development success.
• Ability to position IBM at executive and mid-management levels.

Responsibilities

• Build a sales pipeline of IBM Consulting opportunities across California.
• Develop and implement a business development strategy for the territory.

Skills

Client Relationship Management

Consultative Selling

Portfolio Management

Team Leadership

Business Development Strategy

Education

Bachelor's Degree

Job description

Business Development Leader for State of California

Join to apply for the Business Development Leader for State of California role at IBM

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 building a sales pipeline of IBM Consulting opportunities across the three growth platforms: Business Transformation Services, Hybrid Cloud Services, and Client Security Services.

The individual will be the primary focal point for business development activities across California, responsible for building and maintaining strong client relationships at all levels, aiming to become a trusted advisor in State Government, City-County Government, and Education institutions. They will proactively understand client visions, business and IT objectives, priorities, budgets, and success factors, and use this knowledge to develop and implement a business development strategy for the territory.

The pipeline generation target should exceed $100M annually. The role may involve constructing partnerships between clients, IBM teams, vendors, and subcontractors, managing these partnerships to address business opportunities. The candidate should possess skills in client relationship management, consultative selling, portfolio and program management, and team leadership.

This job can be performed remotely from anywhere in the US.

Preferred Education

Bachelor's Degree

Required Technical and Professional Skills

• Ability to position IBM at executive and mid-management levels within SLED clients
• Executive presence, communication skills, and knowledge of IBM's business
• Build relationships with both executive and mid-level clients
• Client-first focus to foster client intimacy and essentialism
• Ability to build collaborative relationships within IBM
• Lead demand generation and delivery execution across IBM's growth platforms and service lines
• Identify, qualify, and develop opportunities across IBM Consulting solutions
• Experience with multi-government agency projects, especially in state, city, and county sectors

Ideal Candidate Attributes

• Strong executive presence and client relationship skills, capable of representing IBM to C-suite, CIOs, and business leaders in California
• Proven sales and business development success
• Ability to understand various business sectors including Health and Human Services, Transportation, Tax, Revenue, Education, etc.
• Experience with partnering strategies with ecosystem players like MS, AWS, Oracle, Workday
• Preferably experienced in working with or selling to State and Local Government clients
• Residency in California is preferred

Additional Details

• Seniority Level: Mid-Senior level
• Employment Type: Full-time
• Job Function: Business Development and Sales
• Industries: IT Services and IT Consulting