Your Role and Responsibilities
Responsible for growing IBM Federal Consulting sales with the Department of Health and Human Services (HHS) Agencies, through identification and development of opportunities. Particularly CMS, FDA and NIH. Responsible for the development and maturation of relationships with potential HHS clients and business partners. Primarily focuses on early identification and shaping of large scale and strategic opportunities and building a multi-year consulting services pipeline. Supports account leaders in developing strategic account plans.
- The Health and Human Service Account Manager supports capture activities by providing competitive intelligence, engaging teaming partners, and ensuring the voice of the client is represented in our solutions and proposals
- Works closely with IBM Consulting service lines and IBM Technology to incorporate offerings within the HHS account space
- Ability to translate offerings into solutions to meet the mission needs of the client
- Ability to collaborate across multiple client stakeholders, as well as internally within IBM to design, present, propose, and close engagements
- Excellent communicator – both written and oral
- Experience in working in a matrixed organization to drive business
- Experience working with CRMs and Sales reporting
- Strong understanding of sales forecasting and deal qualification methods
- Strong understanding of Federal procurement process and GWACS
Required Technical and Professional Expertise
- At least 7 years of experience of business development experience in the Federal space
- Deep understanding of HHS Agencies and their components including strategic imperatives, standards and mission priorities
- Extensive contacts and familiarity with leadership within HHS Agencies
- Extensive contacts with industry partners that have incumbent work and focus in HHS Agencies
- Successful track record of professional services business development and sales into HHS Agencies
