Client Executive - Watson Health - Federal Gov. - CMS - Baltimore/DC

Job Description

Job Description
Location: You can reside anywhere in the greater Baltimore, MD, VA, or Washington DC area.
It’s time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health’s AI (Artificial Intelligence) and machine learning technology understands , reasons and learns – helping to translate information into knowledge that can help drive more informed decision-making. With cognitive computing, we can see and analyze more data than ever before – and achieve more than we ever thought possible.
The Client Executive is an experienced, motivated consultative sales executive responsible for IBM Watson Health sales to the US Federal Government Agency-CMS. This role requires a thorough understanding of the Centers for Medicare & Medicaid Services (CMS) programs including but not limited to Medicare, Medicaid, the Marketplace as well as its focus on innovation. Applicant should also have familiarity with CMS’s priorities from both a clinical and policy perspective and how its business and technology needs can become opportunities and procurements for IBM Watson Health. This role will lead sales within CMS and any additional assigned agencies; and leverages the full spectrum of IBM Watson Health’s resources, including consulting services, to deliver value to CMS and other government agencies thereby enabling these agencies to achieve their business objectives.
Responsibilities :

• Build relationships within CMS and any of your additional target agencies, departments and executives in to identify needs, map to Watson Health offerings and close sales.
• Focus on continual development and progression of a pipeline of new business opportunities with state government agencies in the assigned territory especially as it relates to CMS’.
• Build and execute strategies to drive sales in assigned sales region and effectively and strategically qualify and win opportunities.
• Deliver sales to meet or exceed annual quota within assigned geography.
• Working with Client Services counterparts, assume responsibility for the total customer relationship during the sales cycle.
• Follow an established sales pursuit process, government capture process and, when assigned, work collaboratively with a capture manager.
• Effectively build relationships, collaborate and partner with a cross-functional Watson Health team to strategize and meet with prospective clients to understand business challenges and to deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue.
• Develop and execute strategic and tactical sales plans (in conjunction with sales leadership, capture, client services, and sales support groups) to identify and shape new opportunities .
• Effectively engage in complex negotiations with prospective clients, and with 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.
• Promote IBM thought leadership and represent Watson Health at industry conferences and meetings.

Required Technical and Professional Expertise

• 8years sales experience managing complex solutions sales in a healthcare-related sales role with a demonstrated track record of exceeding business objectives and sales quota
• 5years experience selling solutions to the Federal Government market, preferably to agencies with a healthcare and/or human services mandate
• Experience selling to executive-level decision makers and leadership to influence them to position company solutions as the preferred solutions
• Experience developing calls plans and relationship maps to understand an organization’s power structure, individuals’ roles, influence, and relationship to Watson Health and ability to use the plans as a strategic and tactical tool to build pipeline and close deals
• Demonstrated networking capabilities among various communities, e.g., acquisition officials/leads in the government agencies, CMS contractors, and a variety of small businesses and others to grow business and the brand of Watson Health in CMS and it’s.

Preferred Tech and Prof Experience

• Excellent business strategy instincts – able to function well in a competitive, changing environment.
• Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.
• Experience selling technology solutions, especially business intelligence solutions.
• Experience working with value-added re-sellers and/or channel partners.
  

EO Statement
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.