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 education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
Ability to position IBM at Executive and mid management perspective with SLED clients
Ability to build collaborative relationship inside of IBM
Identify, Qualify and Develop Opportunities across IBM Consulting solution areas
Brings delivery knowledge, sales and business development and industry experience such as
The ideal candidate has:
IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.
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IBM 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.
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
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