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Business Development Executive-General Services Administration (GSA)



Sales & Business Development
Posted on Friday, January 5, 2024
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
As an experienced Business Development Executive at IBM, you will lead the identification, qualification and bid of opportunities to secure new contracts across Federal Civilian accounts with a focus on the General Services Administration (GSA). The successful candidate will be responsible for leading the business development creation of opportunities in their accounts with an emphasis on the Territory Plans and Pipeline as well as lead the capture efforts for new business initiatives. The candidate must be experienced in securing large scale contracts and possess the skills and experience to lead and inspire the members working on pursuits. You will analyze client business, goals, strategies, industry trends and directions to develop compelling outcome- based value propositions that result in a win! You will also have demonstrated success in gaining awards, and growing revenue, focused on multiple opportunities in the $25 million range or larger.Essential Functions/Primary Responsibilities:
  • Work in a collaborative manner, with the IBM Service Lines, pricing, contracts, the line (Delivery Operations) and proposal operations organizations to create solutions responsive to the customer needs.
  • Formally engage and lead 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.
  • Utilize IBM capabilities and insight on existing work; assist with the teaming with the right partners; assessing the viability and relevance of IBM past performance and key personnel and develop innovative and compelling solutions to meet customer requirements.
  • Capitalize on the company’s established range of service offerings for Federal and Commercial customers, all delivered via industry best practices and processes.
  • Develop strategies with the respective capture pursuit team (i.e., win themes; management solution; technical solution; teaming; pricing); coordinate corporate resources; build teams of subcontractors; assess competition; present decision gate briefings to executive management; manage bid and proposal funding; from the decision to bid to the post submission phase of an opportunity.
  • Build, position, and capture deals by infusing commercial innovation and leading-edge technologies to each bid opportunity.
  • Coordinate with proposal development; contracts; pricing and oversee bid completions.
  • Utilize a disciplined approach to lead the capture process and to progress the PWIN and mature the capture of the targeted opportunities.
  • Meet with customers to learn their key requirements and show how IBM can meet their needs. Establish and cement long term client relationships that are meaningful to support new initiatives, potentially leading toward new opportunities with the client.
  • Work across the company to develop and implement win strategies to increase competitive advantages on bids and best position IBM.
  • Lead and negotiate teaming agreements and strategic alliances.
  • Work with the Solutions team to develop competitive solutions that meet customer requirements and hit the Price to Win.
  • Identify gaps and develops strategies to overcome weaknesses and mitigate risks.

Required Technical and Professional Expertise

  • Minimum of 5 year’s experience selling IT services and management consulting services to GSA.
  • Knowledge of the Civilian agencies Programs and Orginization and how consulting/technology services can impact their missions.
  • Federal consulting services sales experience of 10 plus years

Preferred Technical and Professional Expertise

  • 10 + years of technical selling experience to federal clients