Note: The job is a remote job and is open to candidates in USA. IBM Consulting is seeking a top-performing experienced Account Executive for their growing Workday Sales organization in Government. The role focuses on generating and cultivating opportunities associated with Workday HCM, Financials, Prism, and Adaptive Insights, while developing long-term relationships with clients and executing the broader GBS selling strategy.
Responsibilities
- Lead business development efforts for the defined market segment or territory
- Work with our sector executives/leadership to identify potential clients for targeting
- Develop an understanding of IBM’s go-to-market strategy and offerings, and articulate the offerings to support client outcomes
- Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
- Qualify opportunities and engage 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 to benefit IBM’s Workday Practice
- Utilize IBM eminence - including thought leadership content, events, trainings, conferences, and memberships – to build and enhance relationships
Skills
- Strong sales management knowledge and experience
- Proven consistent track record of generating pipeline and delivering multimillion dollar revenue year on year
- Knowledge and understanding of HR, Finance and/or FP&A packaged 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
- 7 - 10 years' experience managing complex 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
- Government expertise and relationships
- 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
Company Overview
IBM provides technology and consulting, including software, infrastructure systems, and cloud-based solutions. It was founded in 1911, and is headquartered in Armonk, New York, USA, with a workforce of 10001+ employees. Its website is http://www.ibm.com.