Sales Federal Technology Sales Managing Director- Defense and Civilian Professio

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.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other directors and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM's people, products, and services.

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:

• Multi-cloud solutions
• Consulting services
• Cybersecurity expertise
• 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.

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

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
• Differentiating IBM in context of Client's industry
• Using industry, business and finance acumen to identify and progress opportunities
• Coaching 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