BDE GCC : FSS

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 groundbreaking 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

Your Role And Responsibilities

The Business Development Manager is a hunting role wherein the person would be responsible for driving new business/logos for IBM and subsequently build long-lasting partnerships with these clients serving as primary point of contact from IBM. The BDM will help continuously identify new growth opportunities in these clients that will yield profitable Gross Profit (GP) / revenue. Primary responsibility is to ensure Signings/Revenue targets are met and expand commercial footprint with the client. The right person for this role should have over 10+ years of experience working with FSS clients/captive units of these clients in the India/South Asia region and should have excellent Business Development, Sales, Program Management, and stakeholder management skills. This role requires a good understanding of IT services and outsourcing, as well as experience in engaging with India based captive/offshore development centers. Delivery Management skills are an add-on and nice to have. BDM is a person who should be self-driven and should be able to operate independently with minimal oversight to drive Signings/Revenue targets, oversee delivery operations and vendor/ecosystem partnerships. You will work in conjunction with Account Partner(s) and Delivery Project Executives in presenting and selling the latest IBM Consulting solutions to client and directly influence Signings/Revenue.

What You’ll Do

• Lead and execute business development strategies to acquire new clients in the Global Captive space in India.
• Expand our base in the target GCC account(s) through strong relationship management with C-suite stakeholders, key decision makers and Procurement leaders in these accounts.
• Work under direct supervision of the Partner and Delivery Executive to help significantly grow IBM’s portfolio in the target account(s)
• Develop future skills through continuous learning, hands on application, and sharing expertise (digital credentials, patents, certifications).
• Act on client feedback in real time to increase value, build best practices, and improve credibility.
• Conduct market research to identify industry trends, customer needs, and competitive landscapes.
• Manage the end-to-end sales cycle, from lead generation to contract negotiation, contract signing and closure, collaboration with internal support teams like legal, operations and finance to ensure the proper execution of client contracts and successful onboarding of new business.
• Collaborate with internal Service Line and Delivery teams to build compelling proposal responses (both T&M and Managed Services) to client RFPs
• Collaborate with internal Service Line and Go to Market teams to build and present compelling value propositions to target client(s) demonstrating the breadth and depth of IBM capabilities especially in the areas of AI, Automation, Hybrid by Design etc.
• Coordinate with Delivery Leadership on ground to ensure consistent and high quality delivery of services as contracted to the client(s)
  
  

Preferred Education

Master's Degree

Required Technical And Professional Expertise

• Candidate should Engineering/IT or equivalent technical degree with at least 10 years of experience in Financial Services
• Candidate should have worked with FSS Captives in the capacity of Business Development Manager/ Account Manager/ Program Manager driving key strategic initiatives and business management
• Should be proficient with MS Office tools and should have significant expertise in MS-Power point making impactful presentations and MS-Excel / Dashboarding tools to build and track KPIs and Metrics dashboard
• Candidate should be based in NCR/ willing to work out of NCR ( Gurgaon)
• Strong understanding of the IT services industry, including digital transformation, cloud computing, software development, and managed services.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to manage complex sales cycles and close deals with a focus on long-term partnership building.
  
  

Preferred Technical And Professional Experience

• MBA qualification is preferred
• People Management experience is nice to have
• Professional Certifications like PMP and CSM is preferred
• Candidate should be willing to travel on a need basis to client locations primarily in NCR and within India ( up to 50% of travel)

IBM Consulting