“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.”
“The Public Service Sector Client Solution Executive (CSE) is responsible for the development, capture and closing of complex solution and sales deals for US Public Service Sector State, Local and Education clients. This person will lead large, multidisciplined proposal teams and coordinate the formulation of solutions while integrating products and services required to meet client needs. The CSE may lead multiple opportunities concurrently, although typically in different sales stages. The CSE will be responsible for contract signings, expenses, and customer satisfaction targets for the deals they support.”
“Responsibilities include:
- Analyzing client’s business, goals, strategies, industry trends and directions to develop compelling value propositions for the client that result in a win
- Building, positioning, and capturing opportunities/procurements
- Formally engages and leads 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
- Developing the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM meets its business and financial goals
- 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
- Leading client negotiations to market proposed solutions to senior client executives, including Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Information Officer (CIO), Boards of Directors, and Evaluation Committees; conducts customer negotiations and resolves complex contract negotiation issues at the senior executive level…”
