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Introduction

A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe. You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat. Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.

Your role and responsibilities

As an experienced Business Development Leader at IBM, you will lead the identification of and support the qualification and bid of opportunities to secure new contract awards within the U.S. Navy. The successful candidate will be responsible for building an opportunity pipeline, supporting responses to client requests for information (RFI) and demonstrations, and leading the business development content for capture plans to support opportunity qualification and proposal development. The ideal candidate must be experienced in performing business development activities across the U.S. Navy enterprise to include the Systems Commands and Fleets. These activities include: registering and updating opportunities in the customer relationship management tool and maintaining good pipeline hygiene; building opportunity-specific client call plans; developing value propositions based on client goals and IBM offerings; following and staying abreast of industry trends to improve IBM’s competitive positioning; attending client-related expos/industry days/vendor days and delivering call reports to the Navy/Marine Corps account team; and working closely with the Navy/Marine Corps account team, extended go-to-market team, and strategic sales team to progress deals through the opportunity pipeline requiring the successful candidate to possess solid collaboration, communication, and inter-personal skills. Further, the ideal candidate will also have demonstrated success in growing pipeline and supporting the capture of new contracts in the $25 million to $500 million range or larger.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• BS/BA degree (preferred fields of study include Engineering, Business, and/or Finance)

• At least 10 years’ experience selling and/or delivering professional services and IT-related solutions to the U.S. Navy

• Demonstrated experience in and knowledge of the federal/DoD market and competitor behaviors

• At least 5 years’ experience in client relationship management, up to and including executive offices, in DoD/Navy

• At least 5 years’ experience in demonstrated knowledge of the Federal/DoD procurement process

• Proven track record building an opportunity pipeline and supporting the capture of $25M+ business opportunities in DoD/Navy

• Strong business acumen, deep technical/functional domain expertise, and solid communication skills

• The ability to obtain and maintain a security clearance from the US Federal government

Preferred technical and professional experience

• At least 5 years’ experience selling and/or delivering professional services and IT-related solutions to Naval Information Warfare Command-Pacific (NIWC PAC), Naval Surface Warfare Center Corona, Naval Surface Warfare Center Port Hueneme, Naval Surface Force Pacific, and/or Naval Air Force Pacific

• At least 10 years’ experience in analytical and creative problem-solving skills on DoD/Navy programs, accounts, and/or capture/proposal efforts

• At least 10 years’ successful professional experience working for, in, or on DoD/Navy programs, accounts, and/or capture/proposal efforts

• Understanding of IT, hybrid cloud, logistics/supply chain, and AI/analytics services offerings

• Domain specific expertise in DoD/Navy acquisition, information warfare, cybersecurity, data science and analytics, research & development, supply chain, or finance are desirable