[Remote] Workday Business Development Leader

Note: The job is a remote job and is open to candidates in USA. IBM Consulting is seeking a top-performing experienced Account Executive for their growing Workday Sales organization in Government. The role focuses on generating and cultivating opportunities associated with Workday HCM, Financials, Prism, and Adaptive Insights, while developing long-term relationships with clients and executing the broader GBS selling strategy.ResponsibilitiesLead business development efforts for the defined market segment or territoryWork with our sector executives/leadership to identify potential clients for targetingDevelop an understanding of IBM’s go-to-market strategy and offerings, and articulate the offerings to support client outcomesIdentify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunitiesQualify opportunities and engage sector lead and client account executives for follow up conversations as neededRun a rigorous and disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales processLead and support the development of organized and differentiated IBM Workday offeringsDevelop overview materials to support initial meetings/conversations for WorkdayLead preparations for advanced sales meetings and orals presentations during qualified opportunitiesIdentify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategyIdentify and align appropriate IBM teams and resources to pursue, win, and manage opportunitiesContribute to pursuit processes by leveraging relationships for insights and influence, including determining 'win' themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriateCollaborate with Workday alliance, marketing and practice leads on messaging, events and eminence - both internal and externalIdentify campaigns and events where the IBM Workday Practice can expand/enhance visibility at key events and in the market. Participate in relevant eventsIdentify key relationships across Workday to benefit IBM’s Workday PracticeUtilize IBM eminence - including thought leadership content, events, trainings, conferences, and memberships – to build and enhance relationshipsSkillsStrong sales management knowledge and experienceProven consistent track record of generating pipeline and delivering multimillion dollar revenue year on yearKnowledge and understanding of HR, Finance and/or FP&A packaged application implementationAbility to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industriesExperience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clientsAbility to develop and utilize pre-existing network of clients or contacts in the marketplaceExperience managing internal sales activities to ensure consistent approach to marketplace across sectors and geographies7 - 10 years' experience managing complex clients characterized by long sales cycles and significant dollar transactionsExperienced with a complex pursuit process, proposal development and oral presentations that win new businessGovernment expertise and relationshipsAdept at making presentations and executive level messagingAbility to work in a multi-layered matrix organization serving many leadersTravel up to 50%Bachelor's degree or commensurate work experienceCompany OverviewIBM provides technology and consulting, including software, infrastructure systems, and cloud-based solutions. It was founded in 1911, and is headquartered in Armonk, New York, USA, with a workforce of 10001+ employees. Its website is http://www.ibm.com.