Introduction
Join IBM Consulting's NA Talent Transformation, Workday Practice as a high-performing Workday Business Development Executive. We are looking for experienced Account Executives to drive growth in our Workday Sales organization focused on Government sectors. In this role, your consultative selling skills and extensive experience will help you cultivate long-term relationships with existing and prospective clients, positioning IBM as the vendor of choice.
This Sales Executive role is pivotal for generating and nurturing opportunities related to Workday HCM, Financials, Prism, and Adaptive Insights, collaborating closely with HR and Finance Transformation teams within IBM.
Your role and responsibilities
As a Business Development Executive in the IBM - Workday Practice, you will align with the broader GBS selling strategy and deliver transformative solutions to Fortune 1000 and high-growth companies. Key responsibilities include:
- Leading business development initiatives within your defined market segment.
- Collaborating with sector executives to identify prospective clients.
- Understanding and articulating IBM's go-to-market strategy and offerings to enhance client outcomes.
- Identifying and establishing relationships with key contacts within potential clients to explore opportunities.
- Qualifying opportunities and engaging with sector leads and client account executives for further conversations.
- Managing a disciplined sales pipeline, employing established sales methodologies.
- Developing unique IBM Workday offerings to differentiate our solutions.
- Creating materials that support initial client meetings and discussions.
- Preparing for advanced sales meetings and presentations during qualified opportunities.
- Identifying and evaluating potential opportunities aligning with client strategy.
- Collaborating with appropriate IBM teams and resources to pursue and manage opportunities.
- Contributing insights and themes during proposal processes to enhance win probability.
- Working with Workday alliance, marketing, and practice leads on messaging and events.
- Identifying campaigns and events to enhance visibility for the IBM Workday Practice.
- Leveraging key relationships across Workday to support IBM's efforts.
- Utilizing IBM's thought leadership and events to build and strengthen relationships.
About You
You possess:
- Strong sales management expertise and experience.
- A proven track record of generating pipelines and achieving multimillion-dollar revenue year-on-year.
- An understanding of HR, Finance, and FP&A packaged application implementations.
- The ability to develop relationships with decision-makers across various industries.
- Experience in account penetration that translates into increased revenue opportunities.
- A pre-existing network within the marketplace to leverage.
- Experience in coordinating internal sales activities for a cohesive marketplace approach.
This position is remote, allowing you to work from anywhere in the US.
Required technical and professional expertise
To be successful, you need:
- 7 - 10 years' experience managing complex clients with lengthy sales cycles.
- A background in complex pursuit processes, proposal development, and creating winning presentations.
- Expertise and relationships within the Government sector.
- Proficiency in delivering executive-level presentations and messaging.
- The capability to operate within a multi-layered matrix organization.
- A willingness to travel up to 50%.
- A bachelor's degree or equivalent experience.
IBM values diversity and is an equal-opportunity employer. All qualified applicants will receive consideration for employment unaffected by race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, veteran status, and other characteristics. IBM is also committed to compliance with fair employment practices related to citizenship and immigration status.