Your Role and Responsibilities

The Defense Agencies and Commands Account Manager will be analyzing client's business, goals, strategies, industry trends and directions to develop compelling value propositions for the clients in the area of Fourth Estate that result in a win. They will work with the client and IBM's internal go to market teams in building, positioning, and capturing opportunities/procurements.

The role will formally engage and lead large multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests for Information (RFI), Requests for Proposal (RFPs), and Statements Of Work (SOWs) or presentations. In addition, they will be key in the development of the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM meets its business and financial goals. The role will be a primary point in making decisions on the components that drive the deal strategy, managing possible tradeoffs to win the contract, with overall marketing responsibility for the final winning proposal to the client. One must be recognized as a domain expert within the business unit responsible for providing unbiased, fact-based leadership and direction in designing bidding strategy recommendations, develop and articulate competitor technical solutions, Price-To-Win, price strategy, risk mitigation, and competitive landscape dialogue with executive and senior leadership and provides sound recommendations for capture and delivery.

Finally, they will support post-sales activities by performing post award analysis to identify lessons learned and trends for future opportunities.

Being You @ IBM

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

Required Technical and Professional Expertise

• Generate at least $15M in sales annually • BS/BA degree (preferred fields of study include Engineering, Business, and/or Finance)
• At least 10 years delivering IT and analytics business process solutions • Ability to articulate technical approaches to non-technical audiences
• Demonstrated experience in knowledge of market and competitor behaviors
• At least 5 years experience in client relationship management, up to and including executive offices
• At least 5 years experience in demonstrating knowledge of the Federal procurement process

Preferred Technical and Professional Experience

• At least 10 years experience in analytical and creative problem solving skills
• At least 10 years successful professional experience in Defense and Intelligence
• Demonstrated technical community leadership in capturing, developing and sharing knowledge with team members to raise competencies
• Understanding of IT, cloud, logistics and analytics services offerings

Location Statement

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
• 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.• World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.• Well-being programs to support mental and physical health.• Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).• Select educational reimbursement opportunities.• Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.• Giving and volunteer programs to benefit charitable organizations and local communities.• Discounts on retail products, services, and experiences.

We consider qualified applicants with criminal histories, consistent with applicable law.

US Citizenship Required.

Introduction

As a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM's top technologies. If you're ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Life @ IBM

Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career.

About Business Unit

IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

About IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.