Business Development Segment Leader - Managed Services - IBM (California)
Introduction
As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.
Your Role and Responsibilities
We are looking for nothing less than High Energy Hunters with proven business and sales skills. This role is critical in identifying, qualifying, managing and closing new sales opportunities for our entire range of managed service offerings.
You’ll be responsible for developing new sales opportunities through research, qualifying and cold calling. As the first point of contact with our prospects you’ll be building and maintaining a relationship by understanding their business, gaining access to the key potential buyers and engaging them via phone for purposes of setting up a call or face to face meeting.
Once opportunities are identified, you will take control of and drive the entire sales process from end-to-end, including seeking assistance and support from subject matter experts, when and as needed.
Responsibilities
+ Develop and maintain strong knowledge of all PRR Managed Services Solutions with a heavy emphasis on our project and annuity based managed service offerings.
+ Research target customers, identify key contacts, including at the, CRO, CCO, Head of Financial Crimes, Head of KYC and Head of Fraud levels and generate interest.
+ Source new opportunities through prior contacts, referrals, cold calls and email campaigns.
+ Build relationships with prospects by gaining insight into their businesses to enable you to engage them effectively on a phone call, leading to an agreement for follow up.
+ Develop a full pipeline of opportunities.
+ Independently drive sales opportunities from end-to-end.
+ Track and update all pipeline activity using company mandated tools.
Required Technical and Professional Expertise
+ Minimum of 7-10 years in a direct sales role with demonstrated cold calling experience, with an emphasis on selling BSA/AML and/or Compliance services and software to financial institutions, preferably commercial banks.
+ Prior sales relationships with Chief BSA Officers, Chief Risk Officers, Chief Compliance Officers and similar within large commercial and consumer banks in the U.S. a must.
+ Sound knowledge of regulations as applied to Anti-Money Laundering and the Bank Secrecy Act requirements including KYC and TM.
+ Strong understanding of financial crimes and common money laundering typologies.
+ Demonstrated ability to independently meet and/or exceed sales quotas and sales activity levels in prior roles a must.
+ Experience building and cultivating prospect relationships by initiating communications and conducting follow-up communications in order to move opportunities through the sales funnel.
+ Ability to develop statements of prospect requirement based upon active questioning.
Preferred Technical and Professional Expertise
+ Good analytical and organizational skills and attention to detail
+ Strong phone presence with excellent verbal and written communications skills and active listening skills.
+ Knowledge of and hands-on experience with utilizing a CRM system (e.g. Salesforce) for tracking daily activity (e.g. call volume, quality conversations, follow-up conversations, conversions, etc.) and for tracking the overall pipeline.
+ Enthusiasm, timeliness, professionalism, desire to learn.
+ Must be self-motivated, determined and goal oriented.
About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
IBM intends this job to be performed entirely outside of Colorado.
Being You @ IBM
IBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
* This article was originally published here