14 days old

Business Development Executive - Bank Integrated Account

  • Job Code

Your Role and Responsibilities
The Business Development Executive is responsible for the ongoing identification, development, and assessment of cross - services business opportunities, including strategic outsourcing, with key accounts. The Business Development Executive is responsible for developing extensive executive and senior management relationships in client organizations which leads to being viewed as a "trusted advisor."

The Business Development Executive develops an extensive portfolio of strategic services opportunities and selects the most attractive opportunities (especially sole source deals) based on proactive market screening, account targeting and business analysis techniques for potential engagement. They work collaboratively with other IBM units, other partners, and outside consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM Global Services engagement team, disqualified, or referred to another IBM provider. The Business Development Executives owns the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.

The Business Development Executive uses the full capabilities of the IBM Corporation to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.

Assumes additional responsibilities as assigned.

Develops and maintains comprehensive knowledge of all facets of the business development process within the cross - services portfolio of offerings, along with demonstrating strong financial, business, and industry insights and consultative selling skills that can be applied to opportunities across the business unit. Demonstrates high proficiency levels for industry, business and consultative selling skills.

Masters and applies expert knowledge of client's strategy, business priorities and initiatives to develop compelling and innovative buying visions, from IBM's broad solution portfolio, that will resonate with senior client executives to attain business unit, country/area or international objectives.

Maintains in-depth knowledge of key competitors' and potential partners' offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and evaluates potential partnership alliances to create customer preference for IBM offerings and enhance quality of each business development opportunity.

Collaborates and negotiates with team members and other IBM resources to define approaches and strategies to meet customer requirements and develops win / win solutions to specific tactical project problems and issues. Effectively collaborates and negotiates with multiple levels of client executive management.

Mentors others and engages in teamwork at the highest management levels of IBM, client and other business partners as needed to attain personal, team and IBM business objectives.

Plans and engages in substantive dialogues and very complex negotiations between IBM management, client management and other parties which meet business requirements and often result in long-term agreements and commitments.

Problem Solving:
Anticipates, recognizes and addresses very complex problems relating to the business development discipline, client opportunities, and business unit measurements and business development metrics. Analyzes business situation and implements innovative solutions, or develops new and creative approaches or procedures. Assesses risk in terms of business value and exposure to both IBM and customer.

Applies creativity and sound judgment in developmental work on very complex opportunities, defining sales activities, or other projects and initiatives within the business environment.

Leads teams of professionals and provides ongoing business and sales guidance for analysis and implementation of large, very complex, opportunities. Typically leads several opportunities concurrently.

Understands the mission and vision of the sales function within the business unit and geography. Utilizes expertise to directly influence people outside the business unit. Regularly participates in planning of sales strategies and objectives for business unit.

This job description contains the key concepts, responsibilities, and tasks associated with each position. It is also a partial list of essential functions. Essential functions are duties that are fundamental or intrinsic to the position. Accordingly, managers should understand the essential functions that make up each job.

The following are requirements that apply to all positions:
  • Cope with stressors and demands that are associated with the job and/or the work environment so that acceptable and defined levels of performance and overall contribution are maintained. (While all jobs involve dealing with stressors, the particular stressors may vary job to job).
  • Work in areas which adhere to state and federal regulatory standards, or where no such standards exist, to nationally accepted guidelines; i.e., dust, fumes, physical and chemical agents.
  • Adaptable and flexible to work environment including, but not limited to, out of town travel as required to meet business commitments and working overtime, as business needs may require, handling multiple tasks concurrently, and easily adapting to new assignments, system, tools; produce clear, concise, accurate written communication, clearly conveying thoughts and ideas to peers, management, and customers; establish and maintain positive work relationships with peers, management, and customers, displaying willingness to understand diverse points of view; learn and apply new equipment and tools within an acceptable timeframe; and assume ownership of assignments, completing commitments on time. (While all of these continuing responsibilities apply to all jobs in IBM, the specific ways in which they apply may vary job to job).

Required Professional and Technical Expertise
As above

Preferred Professional and Technical Expertise
As above

About Business Unit
Fueled by cognitive technologies, more than 150 SaaS offerings, and real-time insights, the Global Markets team delivers embedded expertise to help our clients make better decisions and deliver innovation as they engage with their customers, partners and suppliers.Join us tocontinue to drive innovation with the most comprehensive portfolio for enterprises across industries.

Your Life @ IBM

About IBM

Location Statement

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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-08-10 Expires: 2019-09-09

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Business Development Executive - Bank Integrated Account


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