Strategic Business Sales & Development Executive

Introduction

A career in IBM Consulting is anchored in enduring client partnerships and global collaboration. You will work with leading organizations across industries, helping them design and advance their hybrid cloud and AI strategies. Backed by support from strategic partners, robust IBM technology, and Red Hat, you’ll gain the resources to drive meaningful change and accelerate client outcomes. At IBM Consulting, curiosity drives success. You will be empowered to question the status quo, pursue new perspectives, and develop solutions that deliver measurable results. Our growth- and empathy-focused culture supports your long-term career development while recognizing and valuing your individual skills and experiences.

Your Role And Responsibilities

Strategic sales is an initiative that brings together the strength of IBM and our ecosystem partners to engage key clients and help them transform while achieving tangible business outcomes. These engagements are long term and strategic, requiring you to sell to the C-suite and the Board. Business Development Executives (BDEs) are responsible for the continuous identification, development, and qualification of large transformational outsourcing opportunities across assigned markets and industries. These opportunities must be identified amid evolving circumstances shaped by cost pressures, competitive dynamics, digital-native new entrants, and shifts in customer behavior. Opportunities may be highly complex, potentially integrating business processes, IT components, and organizational transformations into a single, coherent solution. To win in the market, you must develop innovative, state-of-the-art solutions that require multi-industry and multi-market knowledge and experience, along with out-of-the-box thinking.

• Responsible for large deal origination and qualification
• Collaborate with Consulting leadership and IBM Industry leaders to launch and conduct transformational discussions with C-suite and other industry-shaping decision makers within top accounts and select whitespace accounts, with the objective of originating new transformational deals and building the Consulting/IBM pipeline
• Create proactive (often unsolicited) and persuasive CXO/Board-level point of views and value propositions, including clearly explaining how these solutions deliver value to customers by leveraging our focus offerings and solutions
• Develop compelling business cases to support the deal value proposition.
• Oversee deal progression from origination through qualification. Partner with Consulting Sales teams to coordinate deal teams across Consulting and the broader IBM organization, bringing together the best of the company to maximize value for the customer.
• Qualify deals using a structured approach and IBM-approved tools
• Prepare the deal stakeholder management plan and lead/coordinate stakeholder engagement activities with the account team
• Transfer deal management to the Deal Maker/CSE at the qualification stage. Provide support to the deal team during the post-qualification phase and assist with negotiating and closing the deal
• Contribute to building a network of C-suite relationships that can serve as a foundation for future commercial opportunities
• Perform proactive industry and market research to create large-deal origination playbooks and other accelerators
  
  

Required Technical And Professional Expertise

• Top-notch seller with strong consulting sales experience in a prestigious consulting/IT services environment. Proven ability to originate and close large and transformative deals (US$ 10M+)
• Proven ability to build and nurture client relationships at multiple levels, particularly at the C-suite and Board level
• Experienced executive with the authority and gravitas to effectively engage senior client stakeholders.
• Strong influencing and leadership capabilities, demonstrated through effective collaboration with a wide range of internal and external stakeholders.
• Expert understanding of a set of industries, with strong business acumen.
• Demonstrated expertise in creating roadmaps for large-scale, technology-enabled business transformation programs, supported by business cases
• Expert-level understanding of exponential technologies (such as Hybrid Cloud and AI) and related practices, technology trends, and their impact on business and users
• Advanced verbal and written communication skills, including the ability to develop and deliver high-quality presentations
• Functions as a genuine strategic business partner, driving innovation and identifying pioneering new business opportunities
• Demonstrates resilience, perseverance, a learning mindset, tolerance for ambiguity, and a strong drive to win despite challenges
• Experience selling large deals in Public Sectors and SG Enterprises, with a proven successful track record
• Prior industry/strategy consulting experience is an advantage