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 Government Business Development Executive (BDE) is responsible for the identification, validation, development, progression, and winning research business funded primarily by the US Federal government but including State and Foreign Governments. Success for this role is building quality pipeline that leads to new agreement signings and income generated for IBM Research. The Government BDE is expected to drive multimillions of dollars in signings and new income from those signings each year.

The Government BDE forges and sustains successful strategic partnerships with government agencies, national laboratories, and systems integrators to gain a client’s attention and trust, identify government research needs and objectives that align with IBM’s research strategy.
The Government BDE crafts potential new engagements, defines value propositions, articulates technical differentiation, and secures teaming partners where appropriate.

The Government BDE applies experience in the various Government budget and the US Federal procurement and assistance agreement environment, the Government proposal process, consultative selling, client relationship-building and managing in a highly matrixed environment.

In addition to the US Federal government, knowledge and experience in the processes of State and Foreign Governments is desirable.

Responsibilities:

• Identify new opportunities by analyzing industry strategies, technology shifts and business changes·
• Partner with the IBM researchers worldwide to drive new opportunities with targeted clients·
• Establish relationships and engage with clients to support opportunity pipeline and close deals for government income.
• Provide subject-matter-expertise related to new research engagements·
• Generate client value proposition and gain client consensus·
• Develop and maintain a long-term sales pipeline, and progress opportunities through the pipeline·
• Lead and / or participate in client-facing sales meetings and own the sales responsibilities for the meeting
• Develop and deliver client facing sales presentations at the executive and decision-making level

Candidate will have demonstrated sales experience in the US Federal procurement and assistance agreement environment as well as experience with State and Foreign governments.
The candidate will have the ability to create a marketable offering out of an emerging technical capability. They must show they can lead, manage, and motivate a deal team over which they do not have organizational control. The government BDE candidates should have experience in consultative selling, building client relationships, leading sales efforts, leading meetings, and delivering presentations.

Preferred Locations: Yorktown Heights NY, Washington DC

Required Technical and Professional Expertise

• Experience in, or engaging directly with, government agencies
• Experience in semiconductors, AI, or advanced computing
• Executive presence, the ability to communicate clearly and effectively, and the ability to work with both technical and business leaders
• Bachelor's Degree in a technical field

Preferred Technical and Professional Expertise

• Understanding of Government contract vehicles
• US Federal Acquisition

IBM Research is the organic growth engine of IBM and an innovation engine for our customers and partners. As part of this mission, IBM Research anticipates and examines 'What's Next in Computing' to ultimately create and integrate the technologies the world relies upon to solve big challenges and unlock new opportunities. We create and pioneer new markets for IBM, our partners and customers as exemplified in our ongoing quest to reach practical and large-scale quantum computing. Across IBM Research, we realize the power and potential to accelerate discovery with our partners and clients by combining the power of high performance computing, AI, and Quantum, all integrated through the hybrid cloud.

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

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?

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 50 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 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), 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.

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.

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.