About the role
Introduction IBM Consulting is a leading provider of technology-led transformation solutions powered by hybrid cloud and AI. The Client Growth Leader is responsible for driving sales of IBM Consulting solutions that capitalize on our distinctive and differentiated assets, offerings, and solutions across our hybrid cloud, business transformation, and cybersecurity growth platforms. This role requires proven consulting and services experience in at least one Growth Platform, a track record of strong consulting delivery experience, and excellent communication and interpersonal skills.
We are seeking a highly skilled Identity and Access Management Sales Executive with a proven track record of selling complex consulting engagements. This role requires exceptional interpersonal and presentation skills, deep understanding of IAM concepts, and the ability to bridge business needs with technical solutions. You will be instrumental in identifying opportunities, shaping proposals, and driving business growth by setting up successful IAM consulting engagements.
Your Role And Responsibilities As a Business Development Leader you will be responsible for driving new business growth and expanding our client base through strategic Identity and Access Management (IAM) consulting engagements. Your key responsibilities include:
- Identify, qualify, and close new business opportunities with new clients or new lines of business for IAM consulting engagements.
- Lead deal pursuits, including proposal creation, pricing strategies, and contract negotiations.
- Manage pursuit teams and coordinate cross-functional efforts to advance deals.
- Collaborate with IAM architects, consultants, and delivery teams to craft tailored proposals.
- Lead the response to Requests for Proposals (RFPs), Requests for Information (RFIs), and Statements of Work (SOWs).
- Translate business requirements into IAM solution scopes and consulting engagements.
- Prepare and deliver impactful presentations and solution overviews to diverse audiences.
- Stay current with IAM trends, technologies, and regulatory requirements.
Required Technical And Professional Expertise
- Growth mindset with speed and hunger to action and win
- Excellent communication and interpersonal skills, with the ability to build and maintain strong relationships with clients and stakeholders
- Ability to work independently and manage multiple priorities in a fast-paced environment
- Experience with Strategic Partners such as Saviynt, Sailpoint, CyberArk, Delinea etc…
- Minimum 5+ years of experience in selling IAM or cybersecurity consulting engagements
- Proven track record of meeting or exceeding sales targets in a consultative selling environment
- Strong knowledge of IAM domains: Identity Governance & Administration (IGA), Privileged Access Management (PAM), Single Sign-On (SSO), Multi-Factor Authentication (MFA), and related technologies
- Exceptional soft skills: relationship building, active listening, empathy, and influencing abilities
- Excellent presentation and communication skills (both written and verbal)
- Solid business analysis skills to bridge client requirements and technical solutions
- Experience in drafting and managing RFP responses, SOWs, and proposals
- Understanding of project delivery methodologies
Preferred Technical And Professional Experience
- Experience working within the IBM Consulting organization or a similar global consulting firm.
- Familiarity with IBM Consulting services offerings and industry trends.
- Experience working on deals and working with cross-functional teams.
- CISSP, CIAM, CISM and excellent understanding and knowledge of Cybersecurity and Identity and Access Management
About IBM
At IBM, we do more than work. We create. We create as technologists, developers, and engineers. We create with our partners. We create with our competitors. If you're searching for ways to make the world work better through technology and infrastructure, software and consulting, then we want to work with you.
We're here to help every creator turn their "what if" into what is. Let's create something that will change everything.
About the role
Introduction IBM Consulting is a leading provider of technology-led transformation solutions powered by hybrid cloud and AI. The Client Growth Leader is responsible for driving sales of IBM Consulting solutions that capitalize on our distinctive and differentiated assets, offerings, and solutions across our hybrid cloud, business transformation, and cybersecurity growth platforms. This role requires proven consulting and services experience in at least one Growth Platform, a track record of strong consulting delivery experience, and excellent communication and interpersonal skills.
We are seeking a highly skilled Identity and Access Management Sales Executive with a proven track record of selling complex consulting engagements. This role requires exceptional interpersonal and presentation skills, deep understanding of IAM concepts, and the ability to bridge business needs with technical solutions. You will be instrumental in identifying opportunities, shaping proposals, and driving business growth by setting up successful IAM consulting engagements.
Your Role And Responsibilities As a Business Development Leader you will be responsible for driving new business growth and expanding our client base through strategic Identity and Access Management (IAM) consulting engagements. Your key responsibilities include:
- Identify, qualify, and close new business opportunities with new clients or new lines of business for IAM consulting engagements.
- Lead deal pursuits, including proposal creation, pricing strategies, and contract negotiations.
- Manage pursuit teams and coordinate cross-functional efforts to advance deals.
- Collaborate with IAM architects, consultants, and delivery teams to craft tailored proposals.
- Lead the response to Requests for Proposals (RFPs), Requests for Information (RFIs), and Statements of Work (SOWs).
- Translate business requirements into IAM solution scopes and consulting engagements.
- Prepare and deliver impactful presentations and solution overviews to diverse audiences.
- Stay current with IAM trends, technologies, and regulatory requirements.
Required Technical And Professional Expertise
- Growth mindset with speed and hunger to action and win
- Excellent communication and interpersonal skills, with the ability to build and maintain strong relationships with clients and stakeholders
- Ability to work independently and manage multiple priorities in a fast-paced environment
- Experience with Strategic Partners such as Saviynt, Sailpoint, CyberArk, Delinea etc…
- Minimum 5+ years of experience in selling IAM or cybersecurity consulting engagements
- Proven track record of meeting or exceeding sales targets in a consultative selling environment
- Strong knowledge of IAM domains: Identity Governance & Administration (IGA), Privileged Access Management (PAM), Single Sign-On (SSO), Multi-Factor Authentication (MFA), and related technologies
- Exceptional soft skills: relationship building, active listening, empathy, and influencing abilities
- Excellent presentation and communication skills (both written and verbal)
- Solid business analysis skills to bridge client requirements and technical solutions
- Experience in drafting and managing RFP responses, SOWs, and proposals
- Understanding of project delivery methodologies
Preferred Technical And Professional Experience
- Experience working within the IBM Consulting organization or a similar global consulting firm.
- Familiarity with IBM Consulting services offerings and industry trends.
- Experience working on deals and working with cross-functional teams.
- CISSP, CIAM, CISM and excellent understanding and knowledge of Cybersecurity and Identity and Access Management
About IBM
At IBM, we do more than work. We create. We create as technologists, developers, and engineers. We create with our partners. We create with our competitors. If you're searching for ways to make the world work better through technology and infrastructure, software and consulting, then we want to work with you.
We're here to help every creator turn their "what if" into what is. Let's create something that will change everything.