ISV Business Development Executive
Company: IBM Computing
Location: Washington
Posted on: February 25, 2021
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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
Keywords: IBM Computing, Washington DC , ISV Business Development Executive, Other , Washington, DC
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