Now Hiring - Technology Sales Leader - US Dept of Justice, Dept of State & USAID in Bethesda, MD

Introduction
As a Technology Cross-Brand Leader within IBM you'll drive technology sales strategies that are balanced between IBM brands, and based on prioritized opportunities across US Department of Justice/FBI, Department of State, and USAID. With a laser-like focus on achieving client value, you'll manage multi-disciplined technology sales teams across the breadth of our sales specialisms.

A natural at leading, collaborating and networking, you'll be a lynchpin. A coordinator and conduit driving best-fit skills-mixes across your direct and cross-brand teams based on Accounts' needs. You'll effectively engage with Client Engineering whenever co-creative, experiential sales workshops are required to compel clients to invest. And you'll guide your teams on how best to leverage IBM's 3rd party Partner sellers to maximize all opportunities.

Your Role and Responsibilities
Leading the end-to-end sale of products, you'll help your teams engage 'support', 'specialty', and 'technical' experts to progress large, complex, and highly competitive sales situations – from opportunity identification (OI) to deal closure.

Formulating and promoting cross-brand solutions within sales territories, you'll cultivate a 'one-team' culture and lead negotiations that establish beneficial pricing and secure wins.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, your team is excelling, your Partners are growing, and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this opportunity may include, but not be limited to:

• Coaching sales managers and sales teams within assigned Market(s) to achieve account objectives.
• Applying contemporary technology and IBM offering knowledge, and market trends to anticipate client needs and proactively propose solutions – with and through others.
• Promoting the maximum usage of the full extent of our Technology Sales resources.

Required Technical and Professional Expertise

• Proven track record of success in technology sales, with emphasis on new client acquisition
• Demonstrable application of business and commercial acumen, communicated at all levels, to show the operational impact and financial value of technological solutions.
• Excellent communication and presentation skills that are equally engaging, compelling and influential.
• Secret/TSI or suitability to obtain Secret or TSI clearance

Preferred Technical and Professional Expertise

• Veteran-level leadership experience with a track-record of winning through collaboration, resilience, empathy, and innovation. A natural at inspiring and motivating others to succeed in highly complex, enterprise-scale technology sales environments.
• Solid credibility and confidence across cloud, data & AI, automation, security, and storage technologies, with deep and broad expertise in at least one specialty.
• Palpable people, communication, and collaboration skills, with a proven record of c-suite networking and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles. (c. $multi-million deals).
• Experience of selling in the Federal environment and using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative /Challenger selling) to successfully deliver in a way that's both nimble and fast and leads customers to our products vs. leading with them.
  
  Highly Desirable:
• Knowledge and relationships at DoJ, FBI, DoS, and USAID.

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.