IBM Computing
Civilian Capture Lead- Federal System Integrators: Ecosystem
IBM Computing, Washington, District of Columbia, us, 20022
IBM Civilian Capture Lead- Federal System Integrators: Ecosystem in Washington, District Of Columbia
IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk.Your Role and ResponsibilitiesThe FSI Ecosystem Civilian Capture Lead is responsible for the identification, validation, development, progression, and capture of opportunities in the Federal Civilian market working with and through market and Federal System Integrators (FSIs) leaders.This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and secure teaming partners where appropriate.This role requires experience and acumen with the federal business development and capture process across the civilian marketplace, experience with FSIs' capture processes, ability to document and articulate discriminating value propositions, consultative selling, client relationship building, and working in a highly matrixed environment.This role requires hands-on experience creating capture artifacts to be used for selling through FSIs including: value propositions, teaming agreements, client presentations, and proposal artifacts.Success in this role is measured by pipeline growth, RFP submissions, wins, and overall market growth.Required Technical and Professional ExpertiseDeep Civilian Capture and Business Development expertiseTrack record in building pipelines and successful captures in new and existing marketsUnderstanding of and success in working across the entire business development lifecycle from co-creation solution development, teaming, proposal development, etc.Strong client relationship-building and negotiation skillsExperience working with multiple FSIs either directly or as teaming partnersPreferred Technical and Professional ExpertiseTechnical expertise/understanding in AI, Cyber, Digital and ability to apply expertise to solution developmentAbout Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.Your Life @ IBMIn a world where technology never stands still, we understand that dedication to our clients' success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason, and science, we can improve business, society, and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Location StatementThis position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.
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IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk.Your Role and ResponsibilitiesThe FSI Ecosystem Civilian Capture Lead is responsible for the identification, validation, development, progression, and capture of opportunities in the Federal Civilian market working with and through market and Federal System Integrators (FSIs) leaders.This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and secure teaming partners where appropriate.This role requires experience and acumen with the federal business development and capture process across the civilian marketplace, experience with FSIs' capture processes, ability to document and articulate discriminating value propositions, consultative selling, client relationship building, and working in a highly matrixed environment.This role requires hands-on experience creating capture artifacts to be used for selling through FSIs including: value propositions, teaming agreements, client presentations, and proposal artifacts.Success in this role is measured by pipeline growth, RFP submissions, wins, and overall market growth.Required Technical and Professional ExpertiseDeep Civilian Capture and Business Development expertiseTrack record in building pipelines and successful captures in new and existing marketsUnderstanding of and success in working across the entire business development lifecycle from co-creation solution development, teaming, proposal development, etc.Strong client relationship-building and negotiation skillsExperience working with multiple FSIs either directly or as teaming partnersPreferred Technical and Professional ExpertiseTechnical expertise/understanding in AI, Cyber, Digital and ability to apply expertise to solution developmentAbout Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.Your Life @ IBMIn a world where technology never stands still, we understand that dedication to our clients' success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason, and science, we can improve business, society, and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Location StatementThis position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.
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