Watson Health - Sales Leader - Truven

Employer
IBM
Location
Alexandria, VA
Posted
Mar 15, 2017
Closes
Mar 21, 2017
Function
Management, Sales
Hours
Full Time
Position OverviewThe Sales Leader works with Federal healthcare-related agencies to gain a thorough understanding of their healthcare business and technology needs and agendas, directs our company's procurement efforts in their assigned region, and leverages the full spectrum of IBM Watson Health' resources to deliver value to Federal government and enable Federal agencies to achieve their business objectives. Solution and services sales includes data warehousing, data analytics, program integrity and population health, among others.Essential Responsibilities + Develop and maintain a pipeline of new business opportunities with Federal government agencies in the assigned territory. + Identify key prospects and leads strategy to target them within assigned region. + Deliver new business sales to meet or exceed annual quota within assigned geography for prospective new business clients, and assigned strategic re-bids. + Assume primary responsibility for the total customer relationship during the sales cycle. + Lead the overall sale of new business by following an established capture and proposal response process, and when necessary, working collaboratively with assigned capture manager. + Effectively builds relationships, collaborates and partners with a cross-functional IBM Watson Health team to strategize and meet with prospective clients and deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue. + Develop and execute business development plans in conjunction with leadership, business consulting and systems delivery groups that will meet or exceed established quota goals. + Effectively engages in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal. + Maintain regular contact with senior and executive-level decision makers - utilizing both on-site sales visits and remote communication for assigned prospects. + Represent the company at industry conferences and meetings. + Minimum 2+ years experience selling solutions to the Federal Government market. + Experience selling to executive-level decision makers and leadership. + Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals. + Demonstrated networking capabilities among various communities (eg, acquisition officials/leads in the Federal government agencies). + Experience working with the Federal acquisition process. Business Dev