Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
Octo, an IBM company, is an industry-leading, award-winning provider of technical solutions for the federal government. At IBM/Octo, we specialize in providing agile software engineering, user experience design, cloud services, and digital strategy services that address government's most pressing missions. IBM/Octo delivers intelligent solutions and rapid results, yielding lower costs and measurable outcomes.
You…
As an experienced Business Development Executive at IBM/Octo, you will lead the identification, qualification and bid of opportunities to secure new contracts across Veterans Affairs OIT market. The successful candidate will be responsible for leading the business development creation of VA Territory Plans and Pipeline as well as lead the capture efforts for new business initiatives. The candidate must be experienced in securing large scale contracts as a capture manager and possess the skills and experience to lead and inspire the members working on pursuits. The candidate will also have demonstrated success in gaining awards, and growing revenue, focused on multiple opportunities in the $25 million range or larger.
Responsibilities:

• Work in a collaborative manner, with the IBM/Octo CTO, pricing, contracts, the line (Delivery Operations) and proposal operations organizations to create solutions responsive to the customer needs.
• Utilize IBM/Octo’s capabilities and insight on existing work; assist with the teaming with the right partners; assessing the viability and relevance of IBM/Octo’s past performance and key personnel and develop innovative and compelling solutions to meet customer requirements.
• Capitalize on the company’s established range of service offerings for Federal customers, all delivered via industry best practices and processes. Develop strategies with the respective capture pursuit
• Coordinate with proposal development; contracts; pricing and oversee bid completions.
• Utilize a disciplined approach to lead the capture process and to progress the PWIN and mature the capture of the targeted opportunities.
• Lead and negotiate teaming agreements and strategic alliances.
• Work with the Solutions team to develop competitive solutions that meet customer requirements
• Translate requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits.
• Identify gaps and develops strategies to overcome weaknesses and mitigate risks.

Required Technical and Professional Expertise

• Proven success in Veterans Affairs IT services related BD/Capture and proven proposal solution development to include technical, management, and/or cost

• Proven track record capturing large (25+M) opportunities in the Full & Open market across the Veterans Affairs OIT (Office of Information Technology), as well as use of GWACs/IDIQs vehicles to secure new contracts.
• Demonstrated record of federal agency client stewardship and capture/business development accomplishments. Deep understanding of the VA missions across their component agencies to include current issues, strategy, acquisition history, and methods. Deep understanding of key agency standard solution requirements including certifications, security, and other agency specific requirements
• Strong business, health IT and IT modernization acumen.
• Proven skills in all areas of capture, including assessing win probability and value for opportunity targets, capture strategy and planning, building winning teams and solutions, pricing to win, and capture process schedule adherence.

Preferred Technical and Professional Expertise

• Established network to actively meet with potential clients, identify new business opportunities.
• Contribute and command a winning proposal process, interacting closely with internal service centers including proposal operations, solution architects, pricing and contracts, as well as other organizations within the company
• Expert level success in the BD/Capture in the Federal contracting space.

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.