Business Development Leader – Defense Agencies

IBM; Reston (VA); On-site; USD 120,000 - 190,000; Full time

Job summary

IBM Consulting in Reston, VA seeks a Business Development Leader for Defense Agencies and Combatant Commands. You will drive mission-focused value propositions and engage senior government stakeholders to align IBM's defense portfolio with strategic priorities.

You'll collaborate across IBM Consulting, IBM Technology, IBM Research, and trusted partners to shape differentiated, end-to-end solutions, expand relationships, and identify long-term growth opportunities in national security missions.

Qualifications

• Ability to develop and advance mission-aligned solutions for Defense Agencies and Combatant Commands, driving impact.
• Experience engaging senior military and civilian leaders, understanding mission requirements and delivering high-value solutions.
• Ability to collaborate across IBM Consulting, IBM Technology, IBM Research and partners to shape differentiated value propositions.
• Strong strategic design skills to tailor solutions meeting operational and mission challenges.
• Proven ability to build and sustain long-term relationships within the defense community.

Responsibilities

• Drive Mission‑Focused Value Propositions: develop integrated solutions leveraging IBM’s defense portfolio for Defense Agencies and Combatant Commands.
• Engage Senior Defense Leadership: build trusted relationships with senior leaders and identify opportunities for measurable mission impact.
• Collaborate Across IBM and Partners: work with IBM units and partners to architect end‑to‑end, differentiated solutions.
• Shape Mission Solutions: design client-specific solutions aligned to defense priorities and mission outcomes.
• Advance Client Relationships: expand relationships within defense agencies and combatant commands for long-term growth.

Skills

Transformational value propositions

Senior defense engagement

Cross-unit collaboration

Strategic solution design

Strategic relationship management

Education

Master's Degree

Job description

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your Role And Responsibilities

As a Business Development Leader supporting Defense Agencies and Combatant Commands within IBM Federal Defense and Intelligence, you will drive a growth mindset and lead the origination and advancement of mission-focused, transformational value propositions for our national security customers. You will engage senior government stakeholders, including Flag/General Officers and SES-level leaders, while collaborating across IBM Consulting, IBM Technology, and trusted alliance partners to shape differentiated solutions aligned to defense priorities and mission outcomes.

Your Primary Responsibilities Will Include

• Drive Mission‑Focused Value Propositions: Develop and advance innovative, integrated solutions that leverage IBM’s full defense portfolio to address critical challenges across Defense Agencies and Combatant Commands.
• Engage Senior Defense Leadership: Build trusted relationships with senior civilian and military leaders, gaining deep understanding of their mission needs and identifying opportunities where IBM can deliver measurable mission impact.
• Collaborate Across IBM and Partners: Work closely with IBM Consulting, IBM Technology, IBM Research, and key industry partners to architect and deliver differentiated, end‑to‑end solutions tailored to defense missions.
• Shape Mission Solutions: Design and refine client‑specific solutions that support strategic defense priorities, incorporating advanced analytics, AI, cybersecurity, cloud, logistics, and other relevant capabilities.
• Advance Client Relationships: Expand and deepen relationships within Defense Agencies and Combatant Commands, identifying new mission areas where IBM can support emerging requirements and long‑term growth.

Preferred Education

Master's Degree

Required Technical And Professional Expertise

• Deep Expertise in Transformational Value Propositions: Proven ability to develop and advance innovative, mission‑aligned solutions for Defense Agencies and Combatant Commands, driving significant operational and organizational impact.
• Experience with Senior‑Level Defense Engagement: Established track record of fostering strong relationships with senior military and civilian leaders, understanding strategic and mission requirements, and identifying opportunities to deliver high‑value solutions.
• Cross‑Unit and Cross‑Partner Collaboration: Demonstrated experience working collaboratively within complex organizations and alongside key industry partners to shape and deliver differentiated value propositions that address defense mission needs.
• Strategic Solution Design and Development: Deep understanding of how to design and develop tailored solutions that meet the unique operational, technical, and mission challenges of Defense Agencies and Combatant Commands.
• Strategic Relationship Management: Proven ability to build, strengthen, and sustain long‑term relationships within the defense community, driving growth and identifying new opportunities for partnership and mission support.

Preferred Technical And Professional Experience

• Partnership Ecosystem Knowledge: Experience working with key defense‑focused industry partners and integrators to shape and deliver differentiated solutions that combine complementary capabilities in support of mission requirements.
• Defense Industry and Mission Insights: Deep understanding of defense sector trends, mission priorities, acquisition pathways, and organizational dynamics, enabling the development of innovative solutions that deliver measurable mission impact.
• Digital Transformation and Modernization Acumen: Experience driving digital modernization initiatives for defense clients, leveraging emerging technologies to address complex mission challenges and deliver high‑value, mission‑aligned outcomes.
• Federal Security Clearance