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Federal Civilian and Health Client Solution Executive

Company: IBM Corporation
Location: Washington
Posted on: June 13, 2021

Job Description:

Introduction

Come join IBM Global Business Services (GBS), an innovation powerhouse coalesced around business, strategy and technology consultants that enable Federal agencies to make smarter decisions. A learning culture that applies transformational client and user experiences into cognitive solutions. With global reach, outcome-focused methodologies and deep industry expertise, IBM GBS empowers clients to digitally reinvent their business and gain the competitive edge in areas of global consequence in over 170 countries.

IBM client engagement and co-creation helps achieve customer business goals while bringing innovation and leading-edge technology to the mission. In our over 100-year history, our federal practice has helped agencies reinvigorate and respond to the needs of the Federal Civilian and Health needs of the nation. Specifically, this role is part of team of industry, technology and business leaders who work with the Federal Civilian and Federal Health agencies to understand current problems and strategies, develop solutions and propose to these agencies and their component departments. We expect the Civilian and Health agencies to have a growing list of requirements and business issues to resolve in 2021 and beyond. We are a trusted partner that has been called upon time and again to solve our customers' most persistent challenges by delivering information technology solutions that protect our Nation.

Your Role and Responsibilities

The Civilian and Health Client Solution Executive is responsible for managing a multi-disciplinary solutioning team to develop solutions that address all elements of the new business acquisition process. You will lead a diverse team of business experts, technologists and industry leaders in the solutioning of bids aligned to IBM strategic imperatives.

Responsibilities include:

  • Analyze client business, goals, strategies, industry trends and directions to develop compelling outcome-based value propositions that result in a win
  • Build, position, and capture deals by infusing commercial innovation and leading-edge technologies to each bid opportunity.
  • Formally engage and lead 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
  • Work with the business team to develop the contractual and financial solution based on client requirements and the competitive marketplace that meets business and financial goals
  • Make 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
  • Establish and cement long term client and partner relationships

GBS10AP

Required Technical and Professional Expertise

  • 5+ years of experience in proposal solution development to include technical, management, and/or cost
  • Deep understanding of the target agencies (Civilian and Health) or component departments (e.g. Treasury, HHS, CMS, Energy, USPS) to include current issues, strategy, acquisition history, and methods.
  • Deep understanding of key agency standard solution requirements including certifications, security, and other agency specific requirements.
  • 5+ years sales experience that has achieved new business and revenue growth
  • 5+ years successful experience in business development and capture management
  • 3+ years of experience in client relationship management across commitment chains, up to and including executive offices
  • 5+ years of experience demonstrating knowledge of the Federal procurement process

Preferred Technical and Professional Expertise

N/A

Keywords: IBM Corporation, Washington DC , Federal Civilian and Health Client Solution Executive, Other , Washington, DC

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