IBM Careers: Job Vacancy for Business Development Executive

Over the 100 years of IBM’s existence, we have developed and refined a thoughtful and comprehensive approach to corporate citizenship that we believe aligns with IBM’s values and maximizes the positive impact of which we, as a global enterprise, are capable. We do this in four ways:
We identify and act upon new opportunities to apply our technology and expertise to societal problems (See Smarter Cities Challenge).
We scale our existing programs and initiatives to achieve maximum benefit (See World Community Grid).

We empower our employees and others to serve their communities (See Service Jam).
We integrate corporate citizenship and social responsibility into every aspect of our company.
We focus our community engagement and corporate service programs on specific societal issues, including the environment, community economic development, education, health, literacy, language and culture. These are areas of urgent societal needs where we can apply IBM’s technology and talent to solve problems, rather than simply making cash donations. We believe that direct action and collaboration, not spare change, are the path to real change.

Job Title:  Business Development Executive
Job ID: GBS-0407314
Job type: Full-time Regular
Work country: Australia
Posted: 19-Aug-2011
Work city: Melbourne
Job area: Consulting & Services
Travel: Up to 3 days a week (home on weekends-based on project requirements)
Job category: Strategy Consultant



Job description
The BAO Business Development Executive position is high profile strategic position within BAO. You will contribute to sales through the establishment of important C-Suite client relationships and through the delivery of strategic, highly visible client engagements. You will:

• Be acknowledged as an expert in identifying and building discipline/specialty offerings/solutions in new markets. 
• Have the mastery of IBM's strategies, organization and processes and be acknowledged by peers, senior management inside and outside IBM, as an expert and leader in emerging industries.
• Exhibit entrepreneurial behaviour with customers/prospects to instill confidence that IBM is committed to building solid relationships in new/emerging market spaces.

You will be responsible for:

• The initial qualification involving new and/or emerging business opportunities. 
• Working with IBM sales and marketing extended teams as well as customer/prospect executives to quickly determine if an opportunity should be developed, transferred to another IBM provider or partner, or formally closed out as an invalid business opportunity. 
• Creating and building relationships that will result in additional revenue and revenue opportunity within the geography or enterprise. 
• Investing IBM resources to ensure coverage and penetration for new opportunities.
• Leading very large multifunctional teams to develop and close the most complex, leading-edge, high-risk opportunities, planning and leading negotiations with all levels of customer/prospect management, including senior executive management. 
• Using various IBM tools and metrics and financial analysis techniques in the opportunity qualification and assessment process. 
• Acting as a mentor to less experienced professionals within and outside the profession. 
• Seeking additional opportunity to achieve billable utilisation to contribute to project client outcomes (eg. Program oversight, advisory, governance, SME input or other value-adding billable contributions).

• Recognised as a leader by other professionals.
• Sound skills and a minimum of 10 years experience in business development.
• Experience in consulting services – sales, consulting and delivery.
• Detailed understanding of Business Analytics and Optimisation, Business Intelligence, Business Performance Management, Information Management and Content Management. 
• Proven experience in working in a consulting team environment and the ability to work autonomously within established methodologies and standards.
• Proven written and oral communication skills and demonstrated effective customer liaison including effective leadership, co-ordination and influencing skills.
• Negotiation and dispute resolution skills.

Required
Technical Diploma
English: Fluent

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