Managing Director: Federal Sales- IRS/Treasury
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 agenciesfrom healthcare and public safety to national security and defenseoptimize 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.
Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs
These roles are based in DC. All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.
FedSales24
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
Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs
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
Apply Now
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 agenciesfrom healthcare and public safety to national security and defenseoptimize 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.
Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs
These roles are based in DC. All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.
FedSales24
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
Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs
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
Apply Now