Hyperscaler – Business Development Executive

Job Description

Introduction
The Hyperscaler Business Development Executive is a critical role to build relationships and drive technical sales within the assigned territory. In this role, you will own all bookings, sales and revenue for specified region and target accounts based upon quota plans. This individual will also partner closely with the Client, Hyperscaler GTM Team to land and expand new logos, grow and retaining current accounts. The Business Development Executive will serve as the voice of our clients to ensure we are driving new value, growing bookings by, bookings conversion to revenue, growing account margin, mitigating account churn, and working with the internal teams to ensure high quality service delivery.

Your Role and Responsibilities

– Report into Hyperscaler Cloud Platform Organization
– Responsible for all sales up to and including new bookings, revenue, margin, churn, and customer satisfaction at assigned and target accounts.
– Build strong relationships with client decision makers and buyers of IBM’s hyperscaler services
– Build a robust sales pipeline by hunting new logos and farming current clients, at least 4X bookings targets
– Conduct and facilitate client meetings and needs analysis
– Develop winning solutions in conjunction with sales engineers, service delivery managers, customer success managers, and subject matter experts
– Drive sales in conjunction and teaming with strategic cloud alliance partners
– Build services revenue and consulting headcount based upon bookings at plan
– Execute programs to drive revenue and margin growth within region.
– Partner with the client, Hyperscaler channel / GTM team, sales engineers, subject matter experts and delivery leaders to ensure revenue growth and client retention.
– Work cross-functionally with internal and external stakeholders (Clients, Partners, IBM Sales, Finance, Recruiting, Delivery, Operations) to support delivery and ensure success.
– Mitigate churn by creating retention programs and adding value through cross-selling, new projects and opportunities.
– Effectively deliver and communicate with stakeholders to drive alignment of programs and ensure regional satisfaction.