Introduction

At IBM Federal Technology 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 (TSL) in the Federal segment, you will serve high-priority IBM accounts to drive growth. You will develop targeted account plans based on customer, industry, and product footprint to grow existing and new client relationships. Your primary responsibilities will include:

• Develop Account Plans: Create targeted account plans based on customer, industry, and product footprint to drive growth and expand existing and new client relationships.
• Drive IBM Technology Strategy: Translate customer needs into the right cross-Technology architecture, in context of use cases and critical technology decision points, to win the platform.
• Build Senior Relationships: Engage in C-Suite Level conversations to build senior IBM relationships and ensure executive client buy-in, serving as the customer's strategic advisor.
• Translate Customer Requirements: Interpret customer needs and develop solutions that meet their business objectives, leveraging IBM's Technology offerings.
• Foster Executive Buy-in: Ensure executive client buy-in by providing strategic guidance and support to drive business outcomes.

Preferred Education

Master's Degree

Required Technical And Professional Expertise

• Top Secret/SCI clearance required.
• Deep Client Knowledge: Extensive knowledge and experience with the US Air Force and US Space Force missions. Experience enabling the development of targeted account plans that drive growth and expansion of existing and new client relationships.
• Deep Expertise in Sales and/or Business Development: Proven track record of driving growth in high-priority accounts by developing targeted account plans and translating customer needs into cross-Technology architecture.
• Experience with C-Suite level conversations: Skilled in engaging with C-level executives to build senior relationships and ensure executive client buy-in, serving as a strategic advisor to drive business outcomes.
• Industry and Product Footprint: Strong understanding of industry trends and product footprint to identify opportunities and develop effective account plans.
• Strategic Guidance and Support: Proven ability to provide strategic guidance and support to drive business outcomes and foster executive buy-in.

Preferred Technical And Professional Experience

• Deep Industry Knowledge: Experience with industry trends and market dynamics, enabling the development of targeted account plans that drive growth and expansion of existing and new client relationships.
• Advanced Technology Acumen: In-depth understanding of emerging technologies and their applications, allowing for the design and implementation of comprehensive cross-Technology architectures that meet customer business objectives.
• Executive Engagement Strategies: Proven ability to develop and execute effective C-Suite engagement strategies, fostering senior relationships and ensuring executive client buy-in to drive business outcomes.