Workday Business Development Leader

Introduction IBM Consulting - NA Talent Transformation, Workday Practice is seeking an top-performing experienced Account Executives for our growing Workday Sales organization in Government. The Account Executive will use their extensive experience and well-honed consultative selling skills to develop long-term relationships with current and prospective customers. In this role, you will leverage IBM's unique service offerings and delivery methodologies and position IBM as the vendor of choice within our target markets. This Sales Executive role will focus on generating and cultivating opportunities associated with Workday HCM, Financials, Prism and Adaptive Insights, working closely with HR and Finance Transformation teams within IBM. Your role and responsibilities As the IBM - Workday Practice Business Development Executive you will be responsible for setting and aligning with the broader GBS selling strategy, roadmap, implementation and transformation solutions and consulting services to Fortune 1000 and high-growth companies. This will also include: Lead business development efforts for the defined market segment or territory Work with our sector executives/leadership to identify potential clients for targeting Develop an understanding of IBM's go-to-market strategy and offerings, and articulate the offerings to support client outcomes Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities Qualify opportunities and engage sector lead and client account executives for follow up conversations as needed Run a rigorous and disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process Lead and support the development of organized and differentiated IBM Workday offerings Develop overview materials to support initial meetings/conversations for Workday Lead preparations for advanced sales meetings and orals presentations during qualified opportunities Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy Identify and align appropriate IBM teams and resources to pursue, win, and manage opportunities Contribute 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 appropriate Collaborate with Workday alliance, marketing and practice leads on messaging, events and eminence - both internal and external Identify campaigns and events where the IBM Workday Practice can expand/enhance visibility at key events and in the market. Participate in relevant events Identify key relationships across Workday to benefit IBM's Workday Practice Utilize IBM eminence - including thought leadership content, events, trainings, conferences, and memberships - to build and enhance relationships About You Strong sales management knowledge and experience Proven consistent track record of generating pipeline and delivering multimillion dollar revenue year on year Knowledge and understanding of HR, Finance and/or FP&A packaged application implementation Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients Ability to develop and utilize pre-existing network of clients or contacts in the marketplace Experience managing internal sales activities to ensure consistent approach to marketplace across sectors and geographies This role can be performed from anywhere in the US. Required education Bachelor's Degree Preferred education None Required technical and professional expertise 7 - 10 years' experience managing complex clients characterized by long sales cycles and significant dollar transactions Experienced with a complex pursuit process, proposal development and oral presentations that win new business Government expertise and relationships Adept at making presentations and executive level messaging Ability to work in a multi-layered matrix organization serving many leaders Travel up to 50% Bachelor's degree or commensurate work experience ABOUT BUSINESS UNIT IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet. YOUR LIFE @ IBM In 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. Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do. Are you ready to be an IBMer? ABOUT IBM IBM'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. Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world. IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status. OTHER RELEVANT JOB DETAILS IBM 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 We consider qualified applicants with criminal histories, consistent with applicable law. 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. 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. 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 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.