Healthcare Client Growth Leader

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Why IBM Consulting

• Work at the forefront of large-scale healthcare transformation
• Partner with leading healthcare organizations to drive meaningful patient and system outcomes
• Leverage IBM’s industry-leading technology, consulting, and ecosystem capabilities

Role Overview

Your role and responsibilities

IBM Consulting is seeking a Healthcare Business Development Leader to drive growth across our expanding Healthcare and Life Sciences portfolio. This senior leader will be responsible for originating, shaping, and closing strategic opportunities with hospitals, health systems, and provincial/federal health organizations.

The ideal candidate brings deep healthcare domain expertise, an established network of executive relationships, and a proven track record of selling large-scale transformation programs (e.g., Strategy, EHR, ERP, Data and AI, Hybrid Cloud and Digital Health initiatives). This role will work closely with IBM delivery, industry, and service/sector partner teams to develop differentiated solutions and deliver measurable client value.

Existing healthcare relationships and a strong industry network are required for success in this role. Must be self-directed and comfortable working within a matrix organization.

Key Roles & Responsibilities

• Business Development & Sales Leadership
• Originate, qualify, and close new business opportunities with healthcare leaders, public sector health organizations, and integrated care systems
• Drive end-to-end deal cycles, including pipeline development, opportunity shaping, proposal development, and contract negotiation
• Meet or exceed annual revenue and signings targets
• Ability to master the internal process around the end to end sales process
• Client Relationship Management
• Build and maintain trusted advisor relationships with C-suite and senior healthcare executives (e.g., CIOs, CMIOs, CFOs, transformation leaders)
• Leverage and expand existing healthcare relationships and networks to generate new opportunities
• Serve as the executive point of contact for strategic accounts
• Solution & Opportunity Leadership
• Collaborate with IBM delivery, technology, and partner teams to co-create compelling, value-driven solutions
• Shape complex transformation programs (e.g., EHR implementation, data migration, cloud transformation, analytics, AI-enabled healthcare solutions)
• Align client needs with IBM’s healthcare offerings and ecosystem capabilities
• Industry Thought Leadership
• Demonstrate thought leadership in healthcare transformation, digital health, and emerging technologies
• Represent IBM in client forums, conferences, and executive-level discussions
• Contribute to go-to-market strategies and healthcare growth initiatives
• Cross-Functional Collaboration
• Partner with consulting, delivery, and technical teams to ensure seamless transition from sales to delivery
• Collaborate across IBM Consulting and ecosystem partners to bring integrated solutions to market
• Support strategic account planning and long-term growth strategies
• Governance & Deal Integrity
• Ensure deals are structured to align with IBM risk, governance, and financial objectives
• Participate in executive reviews and deal governance processes

Preferred Education

Master's Degree

Required Technical And Professional Expertise

Required Professional and Technical Expertise

• Healthcare Industry Expertise
• Extensive experience in the healthcare sector (e.g., hospitals, health systems, government, health agencies)
• Strong understanding of healthcare operations, clinical workflows, and regulatory environments
• Business Development & Sales
• Proven track record of selling and closing large, complex deals (multi-million dollar transformation programs)
• Demonstrated ability to build and manage a robust pipeline
• Client Relationships
• Established network of senior healthcare relationships with a demonstrated ability to convert relationships into business opportunities
• Experience acting as a trusted advisor to executive stakeholders
• Consulting & Solution Knowledge
• Experience selling or delivering healthcare transformation initiatives such as:
• Strategy
• EHR/EMR/ERP implementations (e.g., Oracle, MEDITECH, Epic)
• Data migration, interoperability, and archiving solutions
• Hybrid Cloud and digital transformation programs
• Analytics, AI, and population health solutions
• Leadership & Communication
• Strong executive presence with the ability to influence and communicate effectively at all levels
• Proven ability to lead cross-functional teams in a matrixed organization
• Education
• Bachelor’s degree required; advanced degree (MBA, MHA, or equivalent) preferred

Preferred Technical And Professional Experience

Preferred Professional and Technical Expertise

• Experience working within a global consulting firm or system integrator
• Deep familiarity with Canadian healthcare systems (e.g., provincial health authorities, hospital networks) or comparable public healthcare environments
• Experience with IBM, Oracle Health, or major healthcare platform ecosystems
• Knowledge of health data interoperability standards and regulatory frameworks (e.g., PHIPA, HIPAA, FHIR)
• Experience structuring managed services, outcome-based contracts, and long-term transformation programs
• Demonstrated thought leadership through publications, conference speaking, or industry participation
• Ability to leverage partner ecosystems to drive joint go-to-market and co-selling strategies