Business Development Executive for IBM Quantum

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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
The IBM Quantum Business Development Executive (BDE) is responsible for the identification, pursuit, capture and closure of Strategic Partnerships. The BDE will work with other members of the Business Development Team and with members of the Partner Ecosystem Team and Sales Team on the progression of strategic business deals from “concept to closure” and has an important leadership role. The BDE will set technical directions for industry and research applications for Strategic Partners and work with the Applications team and ITS closely in establishing the scope of activities within the quantum ecosystem. The expectation is that the BDE will drive multimillion dollar strategic partnerships in IBM Quantum.

Specific Tasks for the BDE Role:
• Set the right customer target(s) and engage with them to build business relationship (involving IBM execs as necessary).
• Create strategic Partner Pursuit and Capture Plans.
• Present client value propositions, gain client consensus, and drive opportunities.
• Provide subject-matter-expertise related to new IBM Quantum Strategic Partnerships
• Lead and / or participate in client-facing meetings and own the responsibilities for meetings.
• Develop and deliver client facing presentations at an Executive and C-Suite level.
• Provide Strategic Partner candidates a comprehensive quantum ecosystem vision and plan tailored to regional characteristics.
• Provide basic quantum computing education to decision makers and arrange deep dives with partnership.
• Sync with other relevant teams in IBM Quantum and integrate in BD plan with their strategy and directions.
• Closely work with Sales team for term sheets, contract and pricing.
• Develop and maintain a qualified long-term sales pipeline, executing agreements consistently against that pipeline.
• Work with local geo Sales/BD, customers and partnership team until the deal is signed. Sync with the Partner Ecosystem Team to monitor the progress for the next opportunity.
• Build and set the technical narrative for business development.
• Successfully drive IBM Quantum agreements to closure.

The successful candidate will have demonstrated experience with C- and SVP-level clients, the ability to present business cases and value propositions for quantum computing that resonate with business oriented and technology leaders, program management experience, a technical background and strong business acumen. They already have quantum information science expertise, and will embrace the further opportunity to deeply understand IBM’s quantum computing technology and will do so quickly. They can lead, manage and motivate a deal team over whom they do not have organizational control. For example, it will be necessary to work with many groups across IBM: Finance, Contracts, Legal, Export, Tax, IBM Client teams as well as the IBM Quantum team members, to move a deal from initiation to execution. BDE candidates should have experience in building client relationships, leading consulting efforts, leading meetings, and delivering presentations. BDE’s are expected to perform a variety of tasks, and a wide degree of creativity and latitude is expected.

At IBM Quantum, we are leading a new era of computing. We are committed to change the way the world works by providing the most advanced quantum computing services and engaging with our clients to help them in their research to develop solutions for problems that were previously considered unsolvable even on today’s most advanced supercomputers. We are looking for strong, enthusiastic, and motivated technical Business developers to join us in this effort.


Required Technical and Professional Expertise
• Education background in quantum information
• Strong negotiation, relationship building and relationship management skills
• Confident and influential interpersonal skills with the ability to effectively present to individuals and groups at all levels.
• Executive presence
• Ability to work in complex, matrix managed organizational environments

Preferred Technical and Professional Expertise
• Research background in quantum computing/quantum information science with a track record on research outcomes – PhD in quantum computing related subjects
• Experience in a BD or sales role, including pipeline generation
• Experience building business cases for emerging technologies


About Business Unit

With more than 3,000 researchers in 12 labs located across six continents, IBM Research brings together hundreds of researchers who possess unparalleled industry expertise to address some of the world’s most challenging problems. Join us as we do pioneering work in areas such as cognitive computing, augmented intelligence, quantum computing, and blockchain, to name a few.

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

Your Life @ IBM

Are you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It’s time to define your career.


About IBM

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.


Location Statement

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

·12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
·World-class training and educational resources on our personalized, AI-driven learning platform. IBM’s learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
·Well-being programs to support mental and physical health.
·Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
·Select educational reimbursement opportunities.
·Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
·Giving and volunteer programs to benefit charitable organizations and local communities.
·Discounts on retail products, services, and experiences.

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


Being You @ IBM

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.

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Key Job Details

    • Country/Region:US
    • State:MULTIPLE
    • City:Multiple Cities
    • Category:Enterprise Operations
    • Required Education:Bachelor's Degree
    • Position Type:Professional
    • Employment Type:Full-Time
    • Contract Type:Regular
    • Company:(0147) International Business Machines Corporation
    • Req ID:578758BR
    • Travel Required:Up to 40% or 2 days a week (home on weekends- based on project requirements)
    • Projected Minimum Salary:$129,000 per year
    • Projected Maximum Salary:$129,000-$241,000/year per year