Business Development Executive(职位编号：GPS-0493546)
国际商业机器中国有限公司(IBM)
- 公司行业：计算机软件
职位信息
- 发布日期：2013-01-15
- 工作地点：广州
- 招聘人数：若干
- 学历要求：本科
- 语言要求：英语熟练
- 职位类别：业务拓展主管/经理 业务分析专员/助理
职位描述
Job description
The Business Development Executive (BDE) is responsible for the ongoing identification, development, and assessment of Business Process Outsourcing (BPO) business opportunities, including cross brand technology and services components, with key accounts. You will be responsible for developing extensive "C-Level" executive and senior management relationships, within client organizations which will lead to you being viewed as a "trusted advisor."
You will develop an extensive portfolio of strategic services opportunities and select the most attractive opportunities (especially sole source deals), based on proactive market screening, account targeting and business analysis techniques for potential engagement. You will work collaboratively with other IBM units, other partners, and outside consultants as appropriate. You will be responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM sales engagement team, disqualified, or referred to another IBM provider.
The BDE owns the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.
The BDE uses the full capabilities of the IBM Corporation to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.
SKILLS
Environment:
Develops and maintains comprehensive knowledge of all facets of the business development process.
Demonstrates financial, business, and industry insights and consultative selling skills that can be applied to opportunities across the business unit.
Masters and applies expert knowledge of client's strategy, business priorities and initiatives to develop compelling and innovative buying visions, from IBM's MBPS solution portfolio, that will resonate with senior client executives to attain business unit, country/area or international objectives.
Maintains in-depth knowledge of key competitors' and potential partners' offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and evaluates potential partnership alliances to create customer preference for IBM offerings.
Communication/Negotiation:
Collaborates and negotiates with team members and other IBM resources to define approaches and strategies to meet customer requirements and develops win/win solutions to specific tactical project problems and issues.
Effectively collaborates and negotiates with multiple levels of client executive management.
Plans and engages in substantive dialogues and very complex negotiations between IBM management, client management and other parties which meet business requirements and often result in long-term agreements and commitments.
Problem Solving:
Anticipates, recognizes, addresses very complex problems relating to the business development discipline, client opportunities, business unit measurements and business development metrics.
Analyzes business situation,implements innovative solutions, develops new/creative approaches/procedures.
Assesses risk in terms of business value/exposure to both IBM and customer.
Applies creativity, sound judgment in developmental work on complex opportunities, defining sales activities, or other projects/ initiatives within the business environment.
CONTRIBUTION/LEADERSHIP
Leads teams of professionals, provides ongoing business/sales guidance for analysis/implementation of large, very complex, opportunities. Typically leads several opportunities concurrently.
Understands the mission/vision of the sales function within the business unit and geography.
Utilizes expertise to directly influence people outside the business unit.
Required
Bachelor's Degree
English: Fluent
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.
The Business Development Executive (BDE) is responsible for the ongoing identification, development, and assessment of Business Process Outsourcing (BPO) business opportunities, including cross brand technology and services components, with key accounts. You will be responsible for developing extensive "C-Level" executive and senior management relationships, within client organizations which will lead to you being viewed as a "trusted advisor."
You will develop an extensive portfolio of strategic services opportunities and select the most attractive opportunities (especially sole source deals), based on proactive market screening, account targeting and business analysis techniques for potential engagement. You will work collaboratively with other IBM units, other partners, and outside consultants as appropriate. You will be responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM sales engagement team, disqualified, or referred to another IBM provider.
The BDE owns the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.
The BDE uses the full capabilities of the IBM Corporation to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.
SKILLS
Environment:
Develops and maintains comprehensive knowledge of all facets of the business development process.
Demonstrates financial, business, and industry insights and consultative selling skills that can be applied to opportunities across the business unit.
Masters and applies expert knowledge of client's strategy, business priorities and initiatives to develop compelling and innovative buying visions, from IBM's MBPS solution portfolio, that will resonate with senior client executives to attain business unit, country/area or international objectives.
Maintains in-depth knowledge of key competitors' and potential partners' offerings, strategies, and plans. Effectively differentiates IBM offerings from competitive alternatives and evaluates potential partnership alliances to create customer preference for IBM offerings.
Communication/Negotiation:
Collaborates and negotiates with team members and other IBM resources to define approaches and strategies to meet customer requirements and develops win/win solutions to specific tactical project problems and issues.
Effectively collaborates and negotiates with multiple levels of client executive management.
Plans and engages in substantive dialogues and very complex negotiations between IBM management, client management and other parties which meet business requirements and often result in long-term agreements and commitments.
Problem Solving:
Anticipates, recognizes, addresses very complex problems relating to the business development discipline, client opportunities, business unit measurements and business development metrics.
Analyzes business situation,implements innovative solutions, develops new/creative approaches/procedures.
Assesses risk in terms of business value/exposure to both IBM and customer.
Applies creativity, sound judgment in developmental work on complex opportunities, defining sales activities, or other projects/ initiatives within the business environment.
CONTRIBUTION/LEADERSHIP
Leads teams of professionals, provides ongoing business/sales guidance for analysis/implementation of large, very complex, opportunities. Typically leads several opportunities concurrently.
Understands the mission/vision of the sales function within the business unit and geography.
Utilizes expertise to directly influence people outside the business unit.
Required
Bachelor's Degree
English: Fluent
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.
公司介绍
For nearly 100 years, IBM has created products to handle information. Today, as the world's largest information technology company, it invents, develops and manufactures the most advanced information technologies computer systems, software, storage systems and microelectronics. But that's just for starters. After decades as the undisputed leader in the computer hardware business, IBM has transformed itself into an information technology services business. It is passionately committed to adding value for our clients from helping to keep grocery shelves stocked to simultaneously providing medical imagery to physicians an ocean apart. Its solutions, services and consulting offerings are revolutionizing the way people, organizations and enterprises operate including itself.
在过去的近一百年里，世界经济不断发展，现代科学日新月异，IBM 始终以超前的技术，出色的管理和独树一帜的产品领导着信息产业的发展，保证了世界范围内几乎所有行业用户对信息处理的全方位需求。众所周知，早在1969年，阿波罗宇宙飞船载着三名宇航员，肩负着人类的使命，首次登上了月球；1981年哥伦比亚号航天飞机又成功地飞上了天空。这两次历史性的太空飞行都凝聚着IBM无与伦比的智慧。IBM的事业就象宇宙飞船一样永远向着更高的目标不断奋进，造福人类。
在过去的近一百年里，世界经济不断发展，现代科学日新月异，IBM 始终以超前的技术，出色的管理和独树一帜的产品领导着信息产业的发展，保证了世界范围内几乎所有行业用户对信息处理的全方位需求。众所周知，早在1969年，阿波罗宇宙飞船载着三名宇航员，肩负着人类的使命，首次登上了月球；1981年哥伦比亚号航天飞机又成功地飞上了天空。这两次历史性的太空飞行都凝聚着IBM无与伦比的智慧。IBM的事业就象宇宙飞船一样永远向着更高的目标不断奋进，造福人类。