Vice President, Sales Executive - Government & Public Services - IBM Focus

About the role

The Vice President, Sales Executive – Government & Public Services – IBM at Deloitte Consulting LLP is responsible for driving pipeline and sales for IBM Services within the Public Sector. The role involves creating awareness, building relationships, pursuing leads, and managing the pursuit process.

Responsibilities

• Create awareness, build relationships with key executives, and develop/pursue leads with a focus on US Federal opportunities
• Support direct marketing campaigns - including following up on tele-marketing efforts
• Pipeline Origination
• Assist consultants to qualify and win opportunities
• Create strategic and tactical plans to uncover and close a range of revenue projects
• Infiltrate and influence decision-makers at the highest levels within 'large enterprise' and 'mid-market' accounts
• Leverage executive level relationships to introduce Deloitte LLP, and create and pursue selling opportunities
• Demand management, i.e., work with the consultants and delivery groups to determine the solution details and approach
• Teamwork, foster relationships, and develop consensus

Requirements

• Successful track record of sales, selling software solutions within the GPS space
• A minimum of 10+ years’ experience managing complex client pursuits to include positioning solution prior to release of formal Request for Proposal (RFP) as well as supporting development of the RFP response
• Understanding of the FAR and DFARS acquisition rules and guidelines
• Demonstrated success developing teaming relationships for large, multi-vendor procurements
• Experience selling high-end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions
• Experience selling managed services and complex solutions that include products and services
• Significant business relationships with senior client executives
• Ability to work as a team player
• Strong presentation skills
• Extensive knowledge of IBM enterprise software solutions in the marketplace
• An ability to gain access and influence decision-makers at the highest levels in client organizations
• Experience crafting and executing strategic and tactical plans to close large revenue projects
• Experience selling intangibles
• Pipeline Management
• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve

Qualifications

• Established relationships with Executives and Sales Representatives at IBM

Skills

• Ability to work independently and collaborate as part of a team
• Effective written and verbal communication skills
• Meticulous attention to detail and quality of work product
• Ability to build and sustain professional relationships
• Ability to lead projects or workstreams
• Ability to manage and prioritize multiple tasks in a fast-paced and dynamic environment
• Strong interpersonal skills and professional demeanor
• Ability to meet deadlines
• Ability to mentor and provide clear guidance to others

Benefits

• Reasonable estimate of the current range is $175,300 - $322,900
• Participation in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document

Pay

• Reasonable estimate of the current range is $175,300 - $322,900

Schedule

• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve