Business Development Partner (Healthcare Payer)

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
Business Development Partner (Healthcare Payer)

Be part of this exciting opportunity as a Kyndryl Business Development Partner (BDP).
As a Kyndryl BDP for Healthcare Providers, you will bring together deep industry solution knowledge with the credibility and seniority to build trusted client relationships across the client CxO suite. This relationship driven role requires long term investment with a focused set of clients to convert strategic new logos into Kyndryl references over time. You will deeply engage with senior clients on relevant industry challenges and emerging trends. You will be seen as a leader within Kyndryl , you will contribute to the shaping of the organization culture post-split and participate in Kyndryl vertical IP development. Critical to this role will be a deep understanding of Healthcare Payer, the managed IT infrastructure markets, and a successful track record in hunting large IT services sales engagements.

We are seeking a high caliber individual to cover the breadth of responsibility outlined below:

Target & onboard new logos and expand client portfolio
Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement with focus on shaping complex, multi-tower deals based on proactive market screening, account targeting, and business analysis techniques for potential engagement.
Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other Kyndryl groups
Will continue the client relationship beyond the end of the deal cycle in the long-term strategic nature of the role
Conceptualize and execute strong “win strategy” to convert new clients/deals and grow the client portfolio
Learn, know and bring the “best of Kyndryl to client (offerings, use cases, etc.)
Collaborate with teams across Kyndryl as appropriate; support Deal Maker & Specialty Sellers in closing qualified leads
Develop pursuit strategy with Deal Maker or Specialty Sellers (depending on deal complexity)
On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure
Drive client growth by developing extensive executive & senior management relationships in client organizations
Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion materials
Understand client requirement & act as primary client contact for all escalations

Key attributes required for success:

Industry

Proven expert in Healthcare Payer and Managed IT Infrastructure markets; recognized as an industry thought leader
Possesses external eminence in relevant circles (e.g., industry board, certifications, networking group leader…)
Demonstrated ability to engage with CxO-level clients on their industry challenges & trends
Firm understanding of Kyndryl competitor’s tactics and capabilities for the requisite industries

Relationships

Proven experience in CxO-level client relationships
Ability to navigate independently through client organizations to get to the key decision makers
Gravitas & personal brand to be truly heard by CxO level clients
Connected in their market: able to open doors from past relationships

Leadership

Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements
Proven experience leading and shaping a large sales organization to generate pipeline
Demonstrated high level of business acumen and leadership through P&L responsibility
Ability to lead and manage across a portfolio of clients generating significant pipeline and signings for key industry clients (5-8 clients at a time)

Sales

Credible results in building and managing large IT services sales pipeline
Bold and entrepreneurial thinker: able to think outside the box and imagine / stretch to construct large opportunities
A strong consultative seller with significant experience in building senior relationships & partnerships
Masters and applies expert knowledge of client’s strategy, business priorities and initiatives to develop compelling and innovative buying visions

Please note you initially will be employed by IBM until the exciting move to Kyndryl later this year.

Required Technical and Professional Expertise
Must have a deep familiarity with Information Technology Sales experience

Preferred Technical and Professional Expertise
5 years + within the Healthcare Payer industry

This position currently sits within Global Technology Services (GTS) Infrastructure Services (IS) or a shared services function supporting GTS.

As announced in October 2020, IBM intends that its managed infrastructure services business of the GTS organization will become an independent company named Kyndryl by the end of 2021, creating two distinct and powerful market-leading companies.

Together, we will advance the vital systems that power the digital economy. Serving over 4,600 technology-intensive, highly regulated customers, including over 75% of the Fortune 100, our people will design, run, and manage the most modern and reliable technology infrastructure that the world depends on today.

We will work flexibly and in partnership with our customers to amplify business outcomes while always pushing ourselves to improve and meet all opportunities. Come join our team of diverse, devoted, and empathetic technology experts who are at the center of discovering what’s next.

Please note: The final decision if this position will transition from IBM to Kyndryl is yet to be confirmed.

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
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.

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.

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.

Source: Monster.com
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