Location: Washington,DC, USA
Introduction
A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe.
You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat.
Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.
Your Role and Responsibilities
* Analyzing client's business, goals, strategies, industry trends and directions to develop compelling value propositions for the client that result in a win
* Building, positioning, and capturing opportunities/procurements
* Formally engages and leads large multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests For Information (RFI), Requests For Proposal (RFPs), and Statements Of Work (SOWs) or presentations
* Developing the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM meets its business and financial goals
* Making decisions on the components that drive the deal strategy, managing possible tradeoffs to win the contract, with overall marketing responsibility for the final winning proposal to the client
* Be recognized as a domain expert within the business unit responsible for providing unbiased, fact-based leadership and direction in designing bidding strategy recommendations - DoD/Navy acquisition expertise desirable
* Develop and articulate competitor technical solutions, Price-To-Win, price strategy, risk mitigation, and competitive landscape dialogue with executive and senior leadership and provides sound recommendations for capture and delivery.
* Support post-sales activities by performing post award analysis to identify lessons learned and trends for future opportunities.
Required Technical and Professional Expertise
* Generate at least $15M in sales annually
* BS/BA degree (preferred fields of study include Engineering, Business, and/or Finance)
* At least 10 years delivering IT and analytics business process solutions for DoD/Navy/Marine Corps
* Ability to articulate technical approaches to non-technical audiences
* Demonstrated experience in knowledge of federal/DoD market and competitor behaviors
* At least 5 years experience in client relationship management, up to and including executive offices, in DoD/Navy/Marine Corps
* At least 5 years experience in demonstrating knowledge of the Federal/DoD procurement process
Preferred Technical and Professional Expertise
* At least 10 years experience in analytical and creative problem-solving skills on Navy/Marine Corps programs, accounts, and/or capture/proposal efforts
* At least 10 years successful professional experience working for, in, or on DoD/Navy/Marine Corps programs, accounts, and/or capture/proposal efforts
* Demonstrated technical community leadership in capturing, developing and sharing knowledge with team members to raise competencies
* Understanding of IT, hybrid cloud, logistics/supply chain and AI/analytics services offerings
* Delivery experience / Program manager on $10+M DoD/Navy/Marine Corps contract
* Domain specific expertise in DoD/Navy/Marine Corps acquisition, information warfare, cybersecurity, logistics, research & development, supply chain, or finance are desirable.