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Civilian Capture Lead- Federal System Integrators: Ecosystem
IBM
Multiple locations
Posted on Wednesday, August 28, 2024
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 FSI Ecosystem Civilian Capture Lead is responsible for the identification, validation, development, progression, and capture of opportunities in the Federal Civilian market working with and through market and Federal System Integrators (FSI’s) leaders.
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 FSI Ecosystem Civilian Capture Lead is responsible for the identification, validation, development, progression, and capture of opportunities in the Federal Civilian market working with and through market and Federal System Integrators (FSI’s) leaders.
- This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and securing teaming partners where appropriate.
- This role requires experience and acumen with the federal business development and capture process across the civilian marketplace, experience with FSI’s capture processes, ability to document and articulate discriminating value propositions, consultative selling, client relationship building, and working in a highly matrixed environment.
- This role requires hands-on experience creating capture artifacts to be used for selling through FSIs including: value propositions, teaming agreements, client presentations and proposal artifacts.
- Success in this role is measured by pipeline growth, RFP submissions, wins, and overall market growth.
Required Technical and Professional Expertise
- Deep Civilian Capture and Business Development expertise
- Track record in building pipelines and successful captures in new and existing markets
- Understanding of and success in working across the entire business development lifecycle from co-creation solution development, teaming, proposal development, etc.
- Strong client relationship-building and negotiation skills
- Experience working with multiple FSIs either directly or as teaming partners
Preferred Technical and Professional Expertise
- Technical expertise/understanding in AI, Cyber, Digital and ability to apply expertise to solution development