Strategic Business Sales & Development Executive

About the role

IBM Consulting is looking for a Strategic Business Sales & Development Executive to identify, develop and qualify large transformational outsourcing opportunities in assigned markets and industries. These are long-term, strategic engagements that require selling to the C-suite and the Board, combining business processes, IT components and organisational transformations into a single solution.

Key responsibilities

• Originate and qualify large deals, working with Consulting leadership and IBM industry leaders to hold transformational conversations with C-suite executives and decision-makers in top and whitespace accounts.
• Prepare proactive, CXO/Board-level value propositions and business cases, and manage deal progression from origination through qualification.
• Coordinate deal teams across Consulting and IBM, prepare stakeholder management plans and transition deals to the Deal Maker/CSE at qualification.
• Support the deal team through negotiation and closing, and contribute to a network of C-suite relationships.
• Conduct industry and market research to build large-deal playbooks and accelerators.

Required profile

• Top-notch seller with strong consulting sales experience in a prestigious consulting or IT services firm.
• Proven ability to originate and close large, transformative deals (US$10M+).
• Experience in large-deal sales in public sectors and SG enterprises with a successful track record.
• Prior industry or strategy consulting experience is an advantage.

Required skills

• Expert understanding of a set of industries and strong business acumen.
• Expert understanding of exponential technologies such as hybrid cloud and AI, and their business impact.
• Ability to develop large-scale technology-enabled transformation roadmaps with supporting business cases.
• Strong verbal and written communication, including delivering high-quality presentations.