Business Sales & Delivery Leader - Federal

International Business Machines Corporation; Chantilly (VA); On-site; USD 180,000 - 250,000; Full time

Job summary

IBM Consulting seeks a senior Business Sales Delivery Leader to strengthen and expand client relationships with federal agencies, including the Department of Commerce. You will lead cross-functional capture, solutioning, and alliance activities, and drive value propositions across complex programs.

You will build trusted advisor relationships with client executives, coordinate teaming with partners, and steer opportunities through a rigorous sales lifecycle.

Qualifications

• At least 10 years' experience in business development serving federal clients.
• Experience selling into Department of Commerce.
• 10+ years of professional services sales management knowledge.
• At least 5 years' capture and sales track record.
• Ability to assemble teams and facilitate teaming relationships.
• Expertise in driving call plans and value propositions.
• Proven relationship-building to increase account penetration and revenue.
• Ability to leverage a pre-existing client network in the marketplace.
• Led account teams with senior partners and industry leaders.
• Strong familiarity with federal government contracting processes and procurement cycles.

Responsibilities

• Build trusted advisor relationships with key client executives through content-driven discussions aligned to client priorities.
• Develop broad understanding of IBM capabilities to address client issues.
• Demonstrate industry perspective and translate insights into opportunities.
• Establish relationships with ecosystem partners to drive sell-with opportunities.
• Lead strategic processes and discussions based on client history and regulatory considerations.
• Identify and influence key decision-makers at all levels within the client organization.
• Navigate the sales cycle from opportunity identification to close and hand-off to delivery.

Skills

Business development

Relationship management

Leadership

Team mentoring

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.

Your role and responsibilities

The Business Sales Delivery Leader is responsible for building, expanding and maintaining relationships between IBM and the client, as well as involvement in marketplace teaming partnerships and technology alliances all toward helping to sell IBM’s services and capabilities. The Business Sales Delivery leader is also a strong contributor to overall account strategy, select key capture efforts as well as call planning and penetration of target areas within the client's organization.

As the Business Sales Delivery leader, you will:

• Build trusted advisor relationships with key client executives through content‑driven discussions aligned to the client’s priorities and relevant trends.
• Develop a broad understanding of IBM’s capabilities to bring the best IBM resources to address client issues.
• Demonstrate valuable industry/sector perspective with consideration of the client’s mission and translating those insights into opportunities.
• Establish relationships with small businesses and product vendors within the client’s ecosystem to drive additional "sell with" and "sell through" opportunities.
• Lead strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes.
• Identify and influence key decision‑makers at all levels within the client organization.
• Navigate the sales cycle, from opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming/alliance partners, aligning on price to win, to close and warm hand‑off to the delivery team.
• This role requires a strong, visible Washington, DC presence and be available for market events anywhere in the US, with flexibility based on pursuit and client needs.
• Ability to work independently and collaborate as part of a team
• Ability to lead projects or work streams
• Ability to mentor and provide clear guidance to others

Required technical and professional expertise

• At least 10 years' successful experience in business development serving federal clients
• Demonstrated experience selling into Department of Commerce
• At least 10 years' experience with strong professional services sales management knowledge
• At least 5 years' experience with a proven track record doing capture and sales
• Proven ability to assemble teams and facilitating teaming relationships
• Expertise in driving call plans and developing value propositions
• Proven relationship building that increases account penetration and revenue opportunities
• Demonstrable ability to leverage pre‑existing network of clients or contacts in the marketplace
• Success in playing a leading role within an account team framework (i.e., working effectively with Lead Client Service Partners, Offering Portfolio/Industry leaders, practitioners and other business development professionals)
• Strong familiarity in federal government contracting processes, contract vehicles and procurement cycles

Preferred technical and professional experience

• Technology-leaning background (e.g., experience selling digital modernization, cloud, data/analytics, cybersecurity, or enterprise platforms)

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