Job Information
IBM Civilian Capture Lead- Federal System Integrators: Ecosystem in Washington, District Of Columbia
Introduction
At 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, lets talk.
Your Role and Responsibilities
The 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 (FSI's) leaders.
This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and securing teaming partners where appropriate.
This role requires experience and acumen with the federal business development and capture process across the civilian marketplace, experience with FSI's 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 Expertise
Deep Civilian Capture and Business Development expertise
Track record in building pipelines and successful captures in new and existing markets
Understanding 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 skills
Experience working with multiple FSIs either directly or as teaming partners
Preferred Technical and Professional Expertise
- Technical expertise/understanding in AI, Cyber, Digital and ability to apply expertise to solution development
About 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. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
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.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
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Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.
Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.
Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.
Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
This 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. We consider qualified applicants with criminal histories, consistent with applicable law.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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