Client Technical Specialists (CTP) are the technical experts and advisors to clients, IBM sales teams and/or IBM Business Partners. As a CTP you understand the client's business requirements, technical requirements and/or competitive landscape. You apply your business insights, build and maintain client relationships, incorporate hardware, software and services into client-valued solutions and ensure client readiness for the implementation of technical solutions. This is an opportunity to shape the future for both IBM and its clients. Start your journey now!
Your Role and Responsibilities
Join a team of professionals with a culture of collaboration, recognized division-wide for high performance, and encouraged to embrace continual learning and career exploration. IBM Watson Health is seeking a Senior Capture Manager to lead our key deal pursuits in the State Health and Human Services group. Our team proudly provides solutions to state and local government clients to improve lives via government managed programs, support services and data management.
As a Senior Capture Manager at IBM Watson Health you will have the opportunity to make an immediate impact in expanding IBM Watson Health’s footprint across the US Government market. As part of our team, you will have an influential role in identifying, developing and winning new business while expanding our current business.
The Capture Manager is responsible for leading a diverse team in the development of the sales strategy and deal plan including value proposition, win themes, relationship and client communication and competitive analysis. You will provide guidance on the solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy and improve win probability. As a capture manager you will lead teaming decisions, target pricing, and win strategies from pursuit initiation to award.
Successful candidates will possess the following Attributes:
A creative thinker who can bring innovative ideas, new perspectives to strategies and solving problems
A problem solver with an ability to drive decisions among a diverse team
Desire to build, manage and foster a team-oriented environment
Manage multiple priories and people while achieving a shared vision
We live in a moment of remarkable change and opportunity. Discover what you can make of this moment. If you are looking for a position that will allow you to show thought leadership and take an active role in sales strategy, embark on the journey with us! Apply now to explore this opportunity.
Position is based in the US and will be a remote position. It is expected that the candidate will work remotely with some travel.
Examples of day to day activities include:
Lead a team of highly motivated professionals including technical, finance, legal, procurement, HR and proposal management through deal closure.
- Create deal strategy plan that aligns to client requirements
- Research to qualify new business opportunities to enable development of win plans that enhance our strength and unique capabilities against our competition
Facilitate Competitive Intelligence reviews that will identify gaps against our competition, develop response strategies to mitigate risks
Lead price to win assessments that drive solution approach with direct input into cost/price
Participate in senior management discussions to enhance our win strategies
- Deal with complex business relationships and manage multiple resources to deliver a strong, winning case to the prospective client
Act as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally
Document lessons learned and identify necessary adjustments to capture technique, strategy, and actions, informing future pursuit efforts
Participate in the continual improvement of the capture and solution processes to incorporate best practices and improve outcomes
Required Technical and Professional Expertise
5 years’ minimum experience in a business development, bid management, project or capture management or related role supporting sales efforts
3 years’ minimum, healthcare market systems experience
Experience with government, preferably state, and/or large complex procurements
Demonstrated track record of capturing state business
Industry relationships and experience working with mid management to C-Level
Proven track record of building successful partnerships with a team, and focus on understanding how to leverage solution differentiators
Preferred Technical and Professional Expertise
4 year college bachelor’s degree or equivalent experience
- 5-7 years experience in Health and Human Services for government agencies, or associated business for Health and Human Services programs
Knowledge of government health assistance programs, and related core functionality
- Knowledge of state government healthcare market opportunities and solutions
State government experience highly preferred
About Business UnitIBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
Your Life @ IBMAre 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 IBMIBM’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 StatementIBM 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.
Being You @ IBMIBM 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.