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Introduction
The sales teams at IBM are world-renowned for being industry’s top experts in the profession. As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM’s clients. Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.

Your Role and Responsibilities

At IBM Research, we’re inventing what’s next in AI, quantum computing, and hybrid cloud to shape the world ahead. In support of this mission, IBM Research’s Government Business Development Executive (BDE) is responsible for identifying, validating, developing, progressing, and winning research business funded primarily by the US Federal Government. Success for this role is measured on new agreement signings and income generated for IBM Research. The Government BDE is expected to drive technically complex, high-dollar deals to capture, sign, and drive income each year. This includes building strategic partnerships with government agencies, national laboratories, system integrators, and universities to identify and shape government research objectives that align with IBM’s research strategy. Additionally, the Government BDE crafts potential new engagements, defines value propositions, articulates technical differentiation, and secures teaming partners where appropriate. Success in this role will depend on US Government expertise, the ability to grasp new technology and technical concepts, a track-record of success in technically complex sales, experience in influencing and collaborating with technical and non-technical teams and individuals at different levels, and a strong Government network. Example responsibilities include: · Identify new opportunities by analyzing industry strategies, technology shifts and business changes · Partner with the IBM researchers worldwide to drive new opportunities with targeted clients · Establish relationships and engage with clients to support opportunity pipeline and close deals for government income · Provide Government subject-matter-expertise related to new research engagements · Develop and maintain a long-term sales pipeline, and progress opportunities through the pipeline · Lead client-facing sales meetings and own the sales responsibilities for the meeting · Develop and deliver client facing sales presentations at the executive and decision-making level · Develop go-to market strategies for new Research development activities

Required Technical and Professional Expertise

• US DoD Security Clearance
• 4+ years experience with the US Government, as either a federal employee or contractor
• 2+ years of sales/consultative selling experience with US Government customers
• Expertise managing US Government contracts and/or proposals
• Technical experience focused on Artificial Intelligence, Semiconductors, Hybrid Cloud, or Quantum

Preferred Technical and Professional Expertise

• 6+ years experience with the US Government, as either a federal employee or contractor
• 4+ years of sales/consultative selling experience with US Government customers
• Strong communication skills, to include public speaking