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 FSI Ecosystem Defense Capture Lead is responsible for the identification, validation, development, progression, and capture of opportunities in the Department of Defense market working with and through market and Federal System Integrators (FSI's) leaders.

• This role will drive opportunity identification through capture, define value propositions, articulate technical differentiation, and securing teaming partners.

• This role requires experience and acumen with the federal business development and capture process across the Defense marketplace, experience with FSI's capture processes, ability to document and articulate discriminating value propositions, consultative selling, client relationship building, and working in a highly matrixed environment.

• This role requires hands-on experience creating capture artifacts to be used for selling through FSIs including: value propositions, teaming agreements, client presentations and proposal artifacts.

• Success in this role is measured by pipeline growth, RFP submissions, teaming agreement execution, FSI and Client interactions leading to wins and overall market growth.

Required technical and professional expertise

• Deep Defense Capture and Business Development expertise

• Track record in building pipelines and leading successful captures in new and existing markets

• Understanding of and success in working across the entire business development lifecycle from co-creation solution development, teaming, proposal development, etc.

• Strong client relationship-building and negotiation skills

• Experience working with multiple FSIs either directly or as teaming partners

Preferred technical and professional experience

• Technical expertise/understanding in AI, Cyber, Digital and ability to apply expertise to solution development

• Current Top Secret security clearance desired.