Federal Technology Sales Managing Director- Defense and Civilian

24 hours ago

Washington, United States IBM Computing Full time
IBM Federal Technology Sales Managing Director- Defense and Civilian in Washington , District Of Columbia

Introduction

A Technology Sales Managing Director career within IBM means being the overall leader on one of our biggest accounts. It means conducting an orchestra of multi-skilled, exceptional talent to craft and execute account strategies, and help clients navigate complex, technology architecture decision points. All-the-while leading customers to the right solutions based on their business problems and intent.

With executive presence, technology expertise and deep market knowledge, you'll be a strategic advisor to the c-suite. Working with multiple teams and leaders across Sales, Consulting, and 3rd party seller Partners, you'll develop and execute strategies that consistently deliver revenue growth. Growth that's built on a diverse pipeline of opportunities that puts IBM's solutions into compelling client context, and positions IBM offerings as transformational, value-driving solutions.

Your Role and Responsibilities

IBM offers powerful and responsible AI solutions that help federal agencies transform their digital ecosystems. With responsible AI, government agency personnel are empowered to deliver innovative government services that benefit citizens, improve workforce efficiency and reduce operational costs.

IBM is poised to help federal agencies-from healthcare and public safety to national security and defense -optimize and provide cutting-edge technology through:

  1. Multi-cloud solutions
  2. Consulting services
  3. Cybersecurity expertise
  4. Specialized app modernization capabilities

Role Focus and Responsibilities:

Technical & Industry Expertise

Being curious about the Federal business and industry, spending a significant amount of time researching the Federal industry, competitors and setting our technology leadership from an industry and account perspective to create differentiated value propositions.

Using deep technology expertise and experimental tools to help clients navigate architectural decision points, prepare to compete, and find the right solution through Minimal Viable Products (MVPs), demos, and design thinking sessions.

Account Planning & Stakeholder Management

Creating consistency with your team and extended team centered around the IBM Client Engagement Model, quarterly account planning, opportunity standups, deals clinics, quarterly checkpoints, SKO participation, continuous role-based learning, and ISC (IBM Sales Cloud) discipline.

Driving end-to-end sale of products, leading to consistent IBM Technology revenue growth.

Nurturing existing C-Suite and technology leader relationships and establishing new longer-term relationships. Prioritizing visibility with clients, including being present, in person or virtually and hosting client events, briefings, and other high value personalized interactions to deepen the overall relationships when appropriate.

Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the client.

Sales & Strategy Execution.

Prioritizing deployment of resources to strategic opportunities through the entire sales lifecycle and ensuring brilliance in sales (generating opportunities, qualifying opportunities, progressing opportunities) and contracting execution until closure.

Creating an all-inclusive teaming environment across the teams including Consulting and other partners, aligned to the overall growth strategy designed during account planning, to ensure all teammates understand the client culture, decision process, business objectives and how our technology assists in supporting them, showing versus telling.

Required Technical and Professional Expertise

Strong sales execution experience and client engagement skills.

Deep Knowledge of IBM's strategy and portfolio.

Ability to advise clients on the technical architecture needed to address their business requirements.

Differentiate IBM in context of Client's industry.

Use industry, business and finance acumen to identify and progress opportunities.

Coach sellers to achieve business goals.

These roles are based in DC. All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.

Preferred Technical and Professional Expertise

Client Engineering Engagements.

Client NPS and qualitative feedback.

About Business Unit

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.

Your Life @ IBM

In a world where technology never stands still, we understand that dedication to our clients' success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Are you ready to be an IBMer?

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.

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