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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 Sales Leader, you will drive technology strategy with customers, focusing on the entire IBM Technology Portfolio. This portfolio includes IBM Software and IBM Infrastructure, encompassing various platforms and product portfolios. Your primary responsibilities will include:

• Develop Strategic Plans: Drive technology strategy with customers, aligning with their business objectives and leveraging the IBM Technology Portfolio to deliver tailored solutions.

• Lead Customer Engagement: Foster strong relationships with customers, providing guidance on IBM's Software Platforms, including Data, Automation, Transaction Processing, and Hybrid Cloud, as well as Infrastructure products such as Power, Storage, and Cloud.

• Identify Business Opportunities: Identify and pursue new sales opportunities, collaborating with customers to understand their needs and delivering solutions that drive business value.

• Deliver Solution Value: Work closely with customers to deliver the value of IBM's Technology Portfolio, ensuring seamless integration and optimal performance of solutions.

• Maintain Market Expertise: Stay up-to-date on market trends, competitor activity, and emerging technologies, applying this knowledge to drive customer success and business growth.

Technology Sales Leader - General Services Administration

The Technology Sales Leader for the General Services Administration (GSA) is responsible for defining and executing IBM’s technology strategy in support of GSA’s modernization, acquisition transformation, and

operational efficiency priorities.

This senior leader serves as a trusted advisor to GSA clients and mission stakeholders, translating their GSA requirements into integrated, cross-IBM technology architectures. The role requires deep expertise across Hybrid Cloud, Data and AI, Application Modernization, Security, Infrastructure, and Sustainability, combined with the presence to shape multi-year digital transformation strategies.

Success in this role requires the ability to build, cultivate, and orchestrate relationships across three critical dimensions:

GSA decision-makers and acquisition leaders; global and federal systems integrators; and strategic ecosystem and technology partners.

The leader will drive platform wins, generate and mature high-value pipeline, exceed revenue targets, and mobilize IBM and partner capabilities

to deliver measurable mission outcomes and sustained growth.

Core Responsibilities:

Define and lead IBM’s end-to-end technology strategy within GSA.

Win strategic technology decision points and multi-year platform engagements. Translate mission priorities into cross-portfolio IBM solutions aligned to federal modernization and efficiency objectives.

Establish and expand GSA relationships across technical, business, and procurement stakeholders.

Build and sustain trusted partnerships with leading federal systems integrators and strategic ecosystem partners.

Develop and execute joint account strategies with IBM Consulting, FSIs, ISVs, and cloud partners. Drive disciplined opportunity progression from identification through contracting and execution.

Exceed quota expectations and deliver predictable, scalable revenue growth.

Lead cross-functional initiatives that scale beyond the assigned territory and strengthen IBM’s federal market position.

Environment

Operates in a high-visibility, politically complex federal acquisition environment. Aligns IBM strategy to government-wide priorities focused on efficiency, modernization, shared services, and AI enablement.

Navigates multi-stakeholder buying centers, structured procurement processes, and long sales cycles.

Leads effectively in ambiguous, fiscally constrained, and evolving policy environments. Demonstrates business unit, country, or international professional mastery in mission-critical situations.

Communication / Negotiation

Engages confidently with GSA clients.

Builds credibility quickly and sustains trust.

Leads complex, multi-party negotiations involving agencies,

integrators, and ecosystem partners.

Develops durable, mutually beneficial agreements that align client mission outcomes with IBM growth objectives.

Aligns diverse stakeholder interests into cohesive solution strategies.

Articulates IBM’s differentiated value proposition within highly competitive federal markets.

Problem Solving

Anticipates federal mission and acquisition challenges before they fully materialize.

Introduces innovative, forward-looking strategies grounded in market, policy, and technology insight.

Designs differentiated solutions that integrate IBM technology with partner and integrator capabilities.

Applies sound judgment in high-stakes, high-visibility pursuits.

Creates scalable modernization models that can be extended across agencies.

Contribution / Leadership

Recognized as an expert and strategic leader across IBM Federal and broader IBM organizations.

Influences go-to-market strategy, cross-brand alignment, and ecosystem engagement models.

Builds, cultivates, and inspires high-performing agile teams spanning IBM, integrators, ISVs, and cloud partners.

Builds the trust of the brands and a collaborative environment

Open doors for the brands

Takes ownership of the success of both direct and non-direct teams to benefit the broader IBM business.

Mentors sellers and shapes next-generation leadership capability.

Fosters an inclusive culture grounded in transparency, accountability, and performance excellence.

Challenges assumptions and introduces differentiated perspectives that elevate IBM’s strategic position.

Impact on Business / Scope

Accountable for IBM technology insertion (tactical and strategic pursuits).

Commits and orchestrates significant cross-brand IBM and partner resources.

Consistently achieves/exceeds business results: IPL revenue, growth, OI/Pipeline growth and client satisfaction objectives.

Expands IBM’s federal footprint by strengthening integrator and ecosystem alignment.

Drives increased client lifetime value through platform adoption and expansion.

Extends expertise and influence beyond assigned territory to elevate overall IBM Federal performance.

Required technical and professional expertise

• Deep Expertise in Technology Strategy: Proven ability to drive technology strategy with customers, aligning with their business objectives and leveraging a broad technology portfolio to deliver tailored solutions.

• Experience with IBM Technology Portfolio: In-depth knowledge of IBM Software and IBM Infrastructure, including Data, Automation, Transaction Processing, and Hybrid Cloud platforms, as well as Power, Storage, and Cloud infrastructure products.

• Strategic Planning and Execution: Skilled in developing and executing strategic plans that drive business value for customers, with a focus on seamless integration and optimal performance of solutions.

• Industry and Market Acumen: Strong understanding of market trends, competitor activity, and emerging technologies, with the ability to apply this knowledge to drive customer success and business growth.

• Complex Sales Experience: Proven track record of identifying and pursuing new sales opportunities, collaborating with customers to understand their needs, and delivering solutions that drive business value.

Preferred technical and professional experience

• Deep Understanding of Emerging Technologies: Familiarity with emerging technologies and trends in the industry, including advancements in AI, cloud computing, and data analytics. Ability to apply this knowledge to drive customer success and business growth.

• Broad Industry Knowledge: Exposure to various industries and sectors, with an understanding of the unique challenges and opportunities they present. Ability to leverage this knowledge to develop tailored solutions for customers.

• Advanced Technical Skills: Proficiency in one or more programming languages, data analysis tools, or other technical skills relevant to the IBM Technology Portfolio. Ability to apply these skills to deliver seamless integration and optimal performance of solutions.

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.