The Federal Business Development Executive is responsible for growing IBM Federal Consulting sales within the National Security Administration (NSA) agency space to identify and shape opportunities far in advance. This is done primarily through relationships in the NSA community specifically around opportunities around Fort Meade, its current vendors, and their clients.
Primarily focuses on the front-end identification and shaping of opportunities building an out-year pipeline following best practices including reporting pipeline progression, how to cull an acquisition forecast (incumbent, value, due date, capability), research and discover competitive posture, and support account fall plans (Strategy), identify account for penetration.
The role continues in capture by ensuring the voice of the client is represented in our solutions and proposals. This includes building a pipeline of opportunities for the agency, participating in proposal teams, supporting the closing process, and working closely with various competencies within IBM to develop and drive service offerings to build account pipelines.