Business Development Executive: Infrastructure Services (Federal)

Last updated 10 days ago
Location:Adelaide, Australia, Brisbane, Canberra, Darwin, Hobart, Melbourne, Perth, Sydney
Job Type:Full Time

We are the trusted partner for Australia and New Zealand’s businesses and governments as they reinvent using cloud, AI and blockchain within a secure environment.

Our clients succeed because of our world-leading researchers, engineers and designers and our deep industry expertise. We celebrate our diversity and unite in our passion for IBM.

Your Role and Responsibilities
We are searching for an experienced Business Development Executive to join our team, preferably based in Canberra although we will consider suitable candidates based in Sydney or Melbourne if they are willing to travel.

You will be responsible for the ongoing identification, development, and assessment of IT infrastructure services business opportunities, including strategic outsourcing, with our key accounts.

You’ll be responsible for developing extensive executive and senior management relationships in client organisations which lead to being viewed as a "trusted advisor."

What will I be doing day to day?
  • Work collaboratively with other IBM units and outside consultants to help establish deals within infrastructure services
  • Understand the client’s business problems and help explore the underlying opportunities for IBM Services
  • Bridge from the client’s key business initiatives to a desirable business solution incorporating IT and operational differentiators
  • Apply thought leadership, leveraging business and technical knowledge, to generate client interest
  • Develop and maintain comprehensive knowledge of all facets of the business development process within the cross – IBM GTS services portfolio of offerings, along with demonstrating strong financial, business, and industry insights and consultative selling skills
  • Create, articulate, and sell an innovative and compelling buying vision and value proposition to enhance the client’s perception of IBM and the competitive and strategic impact on their business
  • Help the client to understand IT impact on the business metrics and role of IBM Services as an enabler to drive business forward for the client and industry
  • Accurate and timely forecasting of tactical and strategic business opportunities
  • Work closely with clients and IBM resources during the business development process, lead the analysis, execute the marketing strategy and make final recommendation on pursuing engagement opportunities
  • You’ll be responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM Global Services engagement team, disqualified, or referred to another IBM provider
Simply stated, your main goal as the Business Development Executive is to bring the very best fully-qualified opportunities forward to an engagement team to drive to contract signature. Fully-Qualified opportunities have these characteristics:
  • Alignment with client’s business objectives
  • Strong key relationships
  • A client who values IBM’s services capabilities
  • Technically viable solution strategy
  • Favorable Business Case / Financial Justification
What skills and experience do I need to apply?
  • Proven successful business development experience within IT infrastructure services
  • Experience in hunting and closing large IT deals exceeding $10AUD in value
  • Demonstrate high proficiency levels for industry, and possess business and consultative selling skills
  • A hunter gatherer approach, able to identify new leads and ability to establish relationships with c-suite level executives
  • Ability to identify, grow, and manage the opportunity pipeline to drive signings
  • Ability to effectively collaborate and negotiate with multiple levels of client executive management. You will typically be leading around 5-6 opportunities concurrently
  • Able to apply creativity and sound judgment in developmental work on very complex opportunities, defining sales activities, or other projects and initiatives within the business environment
  • Able to lead teams of professionals and provide ongoing business and sales guidance for analysis and implementation of large, very complex, opportunities
  • Able to promote IBM as a preferred partner using seller power of our combination of technology, innovation, and business knowledge
  • Knowledge and experience of working with government/federal clients is highly desirable but not essential
Sign me up! If you tick these boxes and are ready to start your next challenge with a career at IBM – click “Apply” today. To find out more, head to



Required Technical and Professional Expertise
As Above

Preferred Technical and Professional Expertise
As Above

About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!

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Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

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About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.