ISV Business Development Executive

Company: IBM Computing
Location: Washington
Posted on: February 25, 2021

Job Description:

IBM ISV Business Development Executive in Washington , District Of Columbia Introduction At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk. Your Role and Responsibilities The ISV Business Development Executive (BDE) is responsible for the overall performance of a target set of ISVs as they align with IBM's Financial Services-ready Public Cloud: Manage and progress the end to end lifecycle for a defined set of ISVs (across the engagement, onboarding, and production operation phases). Establish the IBM Cloud opportunity within the ISVs business strategy and solutions. Build value based industry propositions through the use of account planning. Select, structure and execute partnership agreements covering commercial terms and joint investments. Coordinate IBM teams (e.g. Geo field teams, cross brand client executives, security, technical, and industry teams) to drive progression, technical enablement, security assessments, migration, and validation of ISV solutions on IBM FS-ready Cloud. Drive go to market planning (demand generation, pipeline building, and joint Industry go to market models) through to contract closure at the ISV's end clients by working closely with client facing sellers, solution design experts to achieve sales results in assigned territory/accounts. Results measured as number of ISVs committed to the platform, number of ISVs validated as FS-ready, and IBM Cloud Platform Revenue. Additional Responsibilities Include: Personally take responsibility to develop ISV business. Cultivate trusted relationships with CEOs, CIOs/IT Directors/LoB(line of business) Executives and other Sr Executives. Facilitate closure of large/complex deals at assigned focused accounts. Exhibit entrepreneurial behavior with customers/prospects to instill confidence that IBM is committed to building solid relationships in new/emerging market spaces. Lead very large multi-functional teams to develop and close complex, leading-edge, high-risk opportunities, planning and leading negotiations with all levels of customer/prospect management, including senior executive management. Required Technical and Professional Expertise 7+ years of experience in a Sales or Business Development role Experience in Financial Services/Banking Industry Deep knowledge of the Cloud and Cognitive Software solutions markets, that can be applied to opportunities at business unit, country or international levels. Maintains understanding of competition's offerings, strategies, and ISV programs. Effectively differentiates IBM offerings from competitive alternatives and creates distinct customer preference for IBM offerings. Demonstrates the highest levels of teamwork to define approaches to meet customer needs in the most expedient manner. Ability to develop proposals and messages for c-suite business executives Preferred Technical and Professional Expertise

• Experience working with the ISVs and SaaS Providers. About Business Unit At IBM Cognitive Applications, we build open applications that unlock the power of data for clients, partners, and developers. Running on top of IBM's unique Hybrid, Multi-cloud and AI infrastructures, these applications work across horizontal domains and bring our technology to life for end users. Cognitive Applications unit includes: Watson Customer Engagement, Watson IoT, Watson Media and Weather, Talent & Collaboration, Digital Growth & Commerce, and IBM Developer teams. Your Life @ IBM What matters to you when you're looking for your next career challenge? Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible. About IBM IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries. Location Statement For additional information about location requirements, please discuss with the recruiter following submission of your application. IBM intends this job to be performed entirely outside of Colorado. 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.

Keywords: IBM Computing, Washington DC , ISV Business Development Executive, Other , Washington, DC