Job Information
IBM Technology Sales Leader in McLean, Virginia
Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your role and responsibilities
As a Technology Seller for our FSI (Federal System Integrator) business, your role is to drive the technology strategy with a core group of FSIs, focused around bringing IBM technology to solve federal end client solutions in partnerships with your FSIs. This will be accomplished through responding to RFIs, RFPs, and shaping on contract growth. You serve as the FSI's strategic advisor to translate the customer's requirements into the right cross-Technology solutions, in context of use cases and critical technology decision points, to generate opportunity identification, and drive revenue growth.
Required technical and professional expertise
Generating account strategy, plans, and pipeline and determining areas for IBM Technology revenue growth within assigned FSIs
Being knowledgeable about your client's business, spending a significant amount of time researching your client, the industry, competitors and relevant technologies, as well as the federal government aquisition process.
Managing & growing trusted relationships with clients and stakeholders on multiple levels through visibility and being frequently present
Developing and progressing a pipeline of opportunities for each FSI across the IBM Technology portfolio
Positioning the value of IBM's technology portfolio in enabling client strategy versus the competition
Partnering with your FSIs to design solutions utilizing IBM technologies to solve federal client challenges
Assist your FSIs in responding to RFIs and RFPs
Preferred technical and professional experience
Strong sales execution experience across a broad portfolio
Experience working in or with Federal System Integrators
Knowledge of and experience with the federal aquisition process
Excellent client relationship building and handling expertise
Ability to develop account strategy and plans, build pipelines, and execute to achieve revenue growth
Ability to advise clients on IBM technologies and assist in the design of technical solutions to meet end client business challenges
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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.