Introduction
IBM Consulting – NA Talent Transformation, Workday Practice is seeking a top-performing experienced Account Executive for our growing Workday Sales organization in Government. The Account Executive will use extensive experience and well-honed consultative selling skills to develop long-term relationships with current and prospective customers, leveraging IBM’s unique service offerings and delivery methodologies to position IBM as the vendor of choice within our target markets.
This Sales Executive role focuses on generating and cultivating opportunities associated with Workday HCM, Financials, Prism and Adaptive Insights, working closely with HR and Finance Transformation teams within IBM.
Your Role And Responsibilities
As the IBM – Workday Practice Business Development Executive you will be responsible for setting and aligning with the broader GBS selling strategy, roadmap, implementation and transformation solutions and consulting services to Fortune 1000 and high-growth companies. This will also include:
- Lead business development efforts for the defined market segment or territory
- Work with 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 conversations 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, and applying 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 and conversations for Workday
- Lead preparations for advanced sales meetings and oral presentations during qualified opportunities
- Identify opportunities (sole source/up for bid) and bring them to the business (functional) partners, evaluating 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, determining “win” themes, aligning messaging with client needs, supporting proposal and oral material preparation, and participating in the oral 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, and 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
About You
- 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 a pre-existing network of clients or contacts in the marketplace
- Experience managing internal sales activities to ensure a consistent approach to marketplace across sectors and geographies
This role can be performed from anywhere in the US.
Preferred Education
None
Required Technical And Professional Expertise
- 7 – 10 years’ experience managing complex clients characterized by long sales cycles and significant dollar transactions
- Experience 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