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IBM Robotics Process Automation Leader


Sydney, New South Wales, Australia

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Job Posted: 18/07/2017

Job Category:

IT and Telecommunications / Sales & Business Development

Job description:
IBM Robotics Process Automation Leader

IBM is the largest technology and consulting employer in the world, serving clients in 170 countries. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things. We are changing how we create. How we collaborate. How we analyse. How we engage. IBM is a leader in this global transformation.
IBM Global Business Services (GBS) is a team of business, strategy and technology consultants enabling enterprises to make smarter decisions and providing unparalleled client and consumer experiences in cognitive, data analytics, cloud technology and mobile app development. With global reach, outcome-focused methodologies and deep industry expertise, IBM GBS empowers clients to digitally reinvent their business and get the competitive edge. We out think ordinary.  Discover what you can do at IBM. We are hiring.

Bottom line? We out-think ordinary. Discover what you can do at IBM.
We are seeking a Business Development Manager (BDM) to grow our Cognitive Process Automation (CPA) business across Australia and New Zealand. The BDM will be responsible for identifying appropriate solutions for customers, by providing in-depth business, industry and technology expertise. The BDM will be responsible for managing the pipeline for the CPA service, driving more customers to leverage these services, which thereby will enable our customers to transform their deployment of automation across the enterprise. The BDM will work closely with IBM sales and partner teams to position the service for customers, and provide guidance on the value proposition and benefit those customers can achieve.
In addition, you will define a process that the organization will follow to manage customer/partner engagements that require the new service. You will synthesize data and information gathered from these engagements into succinct findings, derive strategic insights, and persuasively communicate findings and perspectives to product and support teams, including senior management. You will track and prioritize customer engagements that would benefit from the service, and collaborate and coordinate cross-functional teams around these engagements where appropriate.
The ideal candidate will possess a business and IT background that enables them to drive an engagement and interact at the highest levels of large Enterprises. The candidate will have the technical depth and business experience to easily communicate the benefits of automation, cloud, cognitive and managed services to IT architects, engineering teams, and C-Level executives. The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses. The ideal candidate will also be deeply familiar with complex legacy IT environments, Enterprise applications, automation software, and has done market analysis, deal negotiation and construction, business operations, and has a background that enables them to create scalable programs that apply holistic approaches to selling.
  • Prospects new opportunities within IBM’s existing customer base or net-new accounts
  • Achieve/exceed signings (bookings) against quota – Success will come in the form of regular closing and managing a large pipeline of new business
  • Engages with enterprise customers across the Australia/New Zealand Region
  • Engages in senior level customer meetings to discuss customer’s business issues and explores how the CPA service can help address and resolve these issues.
  • Ensure accurate forecast is maintained in the Sales Connect tool across the portfolio/team and communicate status updates weekly or more often if required
  • Develop and implement sales plans and strategies to achieve signings and revenue targets
  • Comfortable managing the sales cycle of an opportunity and will partner with various teams to develop, propose and close new business.
  • Develops a standard market intelligence framework and dynamic analytic model to be utilized by the IBM Sales, business development and marketing teams
  • Assist sales team members to approach prospects at all levels including focus on the CIO and CEO.
  • Maintain and build client retention measures and ongoing penetration/ up sell
  • Represent IBM-Cognitive Process Automation services with the highest degree of professionalism, and integrity ensuring IBM’s policies and procedures are adhered to by the team
  • Prepare and give business reviews to the senior management team regarding progress and metrics.
  • Handle a high volume of engagements and the fast pace of the digital services, AI Automation market.
Basic Qualifications
  • The right person will be analytical, and possess 5+ years selling outsourcing services and/or managed services related to AI, Automation, or Robotics.  We are looking for a proven track record.
  • 7+ years as a business development executive/manager
  • Ideally, you will have deep industry expertise (preferably in an area of Financial Services, Telecommunications or Industrial sectors) with experience in business process re-engineering and/or business process transformation and outsourcing
  • Solid negotiation skills, and business and financial acumen
  • Strategic sales training, Solution/consultative selling and/or process-oriented sales approach
  • Hunter type personality combined with board room presence and presentation skills
  • Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business
  • Experience with, and detailed knowledge of managed services market and insights related to cloud computing and IT
  • Strong verbal and written communications skills are a must, as well as leadership skills.
  • Demonstrated ability to work effectively across internal and external organizations is key
Based out of either Sydney or Melbourne you will be a self-starter, entrepreneurial, creative problem solver, have a strong work ethic, have a sound knowledge of the business process management / business process automation market and have significant experience as a people leader, be independent, but also able to work as part of a larger team and know how to navigate a corporate business (externally and internally)