Business Development Leader for State of California

Company: IBM Computing
Location: Sacramento
Posted on: May 4, 2025

Job Description:

IntroductionThis role will sit within IBM Consulting's SLED Industry Team and would be one of approximately 7 Business Development Leaders supporting the SLED Industry.Your role and responsibilitiesThis role's primary duties include building a sales pipeline of IBM Consulting opportunities across the three growth platforms: Business Transformation Services, Hybrid Cloud Services, and Client Security Services.The individual will be the primary focal point and owner for business development activities across California. They will build and maintain strong client relationships at all levels, aiming to become a trusted business advisor to clients in State Government, City-County Government, and Education institutions. They will proactively understand client visions, business and IT objectives, priorities, budgets, and critical success factors, applying this knowledge to develop and execute a business development strategy for the territory. The candidate should be able to understand and translate customer requirements into potential IBM solutions, generating a prioritized sales opportunity pipeline.Pipeline generation activities should exceed $100M annually. The role may involve constructing partnerships between clients, IBM teams, vendors, and subcontractors, managing these partnerships to address business opportunities. The candidate should possess skills in client relationship management, consultative selling, portfolio and program management, and team leadership.This position can be performed remotely from anywhere in the US.Required technical and professional expertise

• Ability to position IBM at executive and mid-management levels within SLED clients - Executive presence, communication skills, and knowledge of IBM's business - Ability to build relationships with executive and mid-level stakeholders - Client-first focus to foster client intimacy and essentialism
  • Ability to build collaborative relationships within IBM - Lead demand generation and delivery execution across IBM Consulting Growth Platforms, service lines, and with IBM Technology
    • Identify, qualify, and develop opportunities across IBM Consulting solutions
    • Bring delivery knowledge, sales, business development, and industry experience - Experience with multi-government agency projects and clientsThe ideal candidate has:
      • Executive presence and client relationship skills with C-suite, CIOs, and line of business leaders; capable of representing IBM Consulting as the "Face" in California
      • Strong sales and business development acumen
      • A proven track record in sales and business development
      • Ability to understand various business sectors including Health and Human Services, Transportation, Tax, Revenue, K-12, Higher Education, etc.
      • Experience in forming partnerships with ecosystem players like Microsoft, AWS, Oracle, Workday, and others
      • Preferred experience working with, selling to, or delivering to State and Local Government clients
      • Residence in California is preferredIBM is committed to diversity and equal opportunity employment. All qualified applicants will be considered regardless of race, color, religion, sex, gender identity, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM also complies with all employment laws regarding citizenship and immigration status.
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Keywords: IBM Computing, Petaluma , Business Development Leader for State of California, Other , Sacramento, California