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Business Development Executive Workday

IBM

IBM

Sales & Business Development
Posted on Tuesday, February 13, 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
Are you passionate about transforming the talent agenda for Public Sector organizations in State and Local Government, and Education?
Are you skilled at articulating the value that Digital HR transformation initiatives (leveraging Cloud, AI, Automation and Data) will bring to Public Sector organizations and their people?

If so, join us! IBM’s Talent Transformation Consulting practice is 5000 practitioners strong globally, and we are leading the way with implementing exponential technologies that drive business value and empower the human experience. We are proud of our talented team, our respected reputation, and our outstanding results.
IBM Talent Transformation Consulting bring value to our clients’ business and their people by delivering:

  • HR Transformation initiatives leveraging exponential technologies such as Cloud, AI, Automation and Blockchain to drive operational costs reduction while delivering exceptional employee experiences
  • Change Management, Organization Design and Skills-related programs to support the transformation of a domain function such as IT, Finance and Supply Chain
  • Skills Transformation programs that help our clients identify and develop the right skills needed to operate and be competitive in today’s market and the future
  • Recruitment and back-office outsourcing services that enable our clients to hire faster and more efficiently with quality candidates, while reducing operational costs in the HR function

The Role

IBM Talent Transformation Consulting is seeking a top-performing experienced Business Development Executive for our growing Workday Sales organization. In this position, the candidate will use their extensive experience and well-honed consultative selling skills to develop long-term relationships with current and prospective Public Sector customers (State and Local Government, Education K-12). In this role, you will leverage IBM’s unique service offerings and delivery methodologies and position IBM as the vendor of choice within these target markets.

Key Responsibilities:

  • Lead business development efforts for a defined market segment or territory within Public Sector
  • Work with our sector executives/leadership to identify and target potential clients
  • Develop an understanding of IBM Talent Transformation’s go-to-market strategy and offerings, and articulate the offerings to support client outcomes
  • Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
  • Demonstrate understanding of patterns based on industry knowledge, relationships, prior experience, and market trends
  • Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
  • Qualify opportunities and engage Public Sector lead and client account executives for follow up conversations as needed
  • Run a rigorous and disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
  • Lead and support the development of organized and differentiated IBM Workday offerings
  • Develop overview materials to support initial meetings/conversations for Workday
  • Lead preparations for advanced sales meetings and orals presentations during qualified opportunities
  • Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy
  • Identify and align appropriate IBM teams and resources to pursue, win, and manage opportunities
  • Contribute to pursuit processes by leveraging relationships for insights and influence, including determining “win” themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate
  • Collaborate with Workday alliance, marketing and practice leads on messaging, events and eminence – both internal and external
  • Identify campaigns and events where the IBM Workday Practice can expand/enhance visibility at key events and in the market. Participate in relevant events
  • Identify key relationships across Workday products and sectors to benefit IBM’s Workday Practice
  • Utilize IBM eminence – including thought leadership content, events, trainings, conferences, and memberships – to build and enhance relationships


Required Technical and Professional Expertise
The ideal candidate for this role will have:

  • Strong sales management knowledge and experience in Public Sector
  • Proven consistent track record of generating pipeline and delivering multimillion dollar revenue year on year
  • Knowledge and understanding of Workday HCM, Workday Financials and/or FP&A packaged SaaS application implementation
  • Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
  • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
  • Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
  • Experience managing internal sales activities to ensure consistent approach to marketplace across sectors and geographies


Preferred Technical and Professional Expertise

  • 10+ years’ experience managing complex Public Sector clients characterized by long sales cycles and significant dollar transactions
  • Experienced with a complex pursuit process, proposal development and oral presentations that win new business
  • Adept at making presentations and Executive level messaging
  • Ability to work in a multi-layered matrix organization serving many leaders
  • Travel up to 50%
  • Bachelor’s degree or commensurate work experience