Business Development Manager - Federal Government Public Sector

IBM Global Business Services: Join a leader. Consult with us. The Business Development Manager will be part of an extraordinary team who identify and qualify opportunities while working in a dynamic and highly collaborative environment. You will lead sales strategies to meet sales objectives, support customer satisfaction, secure business retention and increase market share for all IBM Global Business Services (GBS) offerings while developing strong, long lasting client relationships. Your sales efforts and accomplishments will address the most strategic requirements of the customer/prospect and promise both short and long-term revenue for IBM. Business Development Manager – National Health Practice Reporting to the National Health Practice Leader, the Business Development Manager (a sales role) maintains an effective business relationship with the client's management team and influences the overall success of GBS offerings within the Canadian Health market. You will work to determine the customer’s needs and translate these needs into opportunities for IBM. Your primary interfaces within IBM will be the GBS team (industry experts, solution owners) and the client team (who have overall IBM account responsibility). Responsibilities: The incumbent will be responsible for identifying opportunities and developing solutions using effective distribution channels. You will work with GBS National Health Practice team on health opportunities across Canada as required. Using skills, experience and intellectual capital to define appropriate solutions, you will identify, evaluate and select solutions and specialty offerings which best meet the client's business needs. The Business Development Manager will work in collaboration with both national and local go-to-market teams to: Identify, validate and drive new GBS opportunities Drive an aggressive annual revenue and signings target while accurately forecasting revenue and effectively managing a sales funnel and overall results Perform extensive prospecting within a set of transactional accounts across Canada Lead/own the service sales deals for selected opportunities through full lifecycle Provide client coverage and coordinate face-to-face and program coverage Work with subject matter experts to develop solutions for qualified clients Support the development and maintenance of overall national health strategy and results Lead/support account management activities Participate and support in delivery activities to maintain account and client continuity Be accountable for total customer satisfaction, market share, GBS profit and revenue within the client base, and act as the GBS interface with focus accounts Be accountable for the success of selling GBS engagements involving multi-functional teams, leading and/or participating in several opportunities at the same time Maintain a positive, keen attitude and a strong competitive drive Requirements: A relevant academic background 7+ yrs of success selling complex health consulting and health IT service oriented solutions (hardware, software, services, integration, outsourcing, etc.) to government and provider health sectors Demonstrable complex SI strategic selling skills preferred A solid track record of achieving/exceeding sales targets Proven success in prospecting and managing a territory and/or growing presence within accounts Knowledge of both the health industry and IT in support of go-to-market activities as demonstrated by recent and focused participation in the health care industry Experience and demonstrable relationships with health and government "C" level executives Experience managing rapid, highly flexible small pursuits as well as large scale, complex proposals Excellent spoken and written English with polished presentation skills Excellent teaming skills Health Care and Consulting experience is preferred French spoken/written
Required
At least 7 years experience in Federal Government, Public Sector At least 5 years experience in business consulting on large complex solutions At least 4 years experience in business development English: Fluent
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Business Development Manager - Federal Government Public Sector