Federal Account Technical Leader - DC Metro

Avature; Virginia (MN); Hybrid; USD 137,000 - 207,000; Full time

Job summary

An established industry player is seeking a dynamic Account Technical Leader who will serve as a trusted advisor to clients, leveraging deep technical expertise to craft tailored technology solutions. This role involves collaborating with diverse teams to define and execute comprehensive technical strategies, ensuring alignment with clients' business goals. The ideal candidate will thrive in a collaborative environment, utilizing consultative sales techniques to foster lasting relationships and drive value through innovative IBM technology solutions. Join a forward-thinking company that champions continuous learning and professional growth, where your contributions will make a significant impact.

Benefits

Healthcare benefits

401(k)

Employee Stock Purchase Plan

Generous paid time off

Training and educational resources

Diverse employee resource groups

Volunteer opportunities

Qualifications

• 2+ years of technical sales experience, especially with US Government clients.
• Deep technical expertise across various technologies, including cloud.

Responsibilities

• Act as a trusted technical advisor to clients, guiding technology strategies.
• Lead technical engagements and validate proposed solutions.

Skills

Technical Sales

Consultative Sales Techniques

Leadership

Communication Skills

Collaboration Skills

Education

High School Diploma/GED

Bachelor's Degree

Tools

IBM Technology Solutions

Cloud Technologies

Business Automation

Job description

An Account Technical Leader role in IBM means a career where you're a trusted advisor with deep technical expertise, who works together with clients - either directly or through our seller partners - to help craft best-of-breed solutions to their hardest technology challenges.

With a consultative approach, you'll uncover clients' most pressing technology pain points and guide them to solutions mapped to IBM's people, products, and services. Being a natural leader, strategic systems thinker, and business influencer, you'll orchestrate resources within IBM and/or our Partners to bring those solutions to life.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that compels our clients to invest in IBM's products and services.

Your role and responsibilities

An Account Technical Leader comfortably acts as the trusted technical advisor to IBM and/or 3rd party Partner clients. Collaborating across pre- and post-sales teams, you'll help set the most appropriate technology strategy and solution design to complement clients' present and future needs.

Your primary responsibilities will include:

• Have a strong point of view on Technology Decision Points in their clients’ industry and the solution architectures the Technology Roadmaps enable. These provide the strategic architecture foundations to enable clients to achieve their technology and business goals.
• Work closely with the client, Technology MD/Seller, and brand sales to define, document, and execute an IBM Client Technical Strategy (CTS) that is based on the client's business and technical challenges, strategies, and priorities.
• Land and expand IBM Technology solutions that deliver lasting client value through the Client Technical Strategy and the Technology Decision Points.
• Lead the technical POV and technical engagement with the client, validating the proposed solutions match the overall strategy of the account and are part of a larger, holistic technical vision.
• The client views the ATL as a trusted partner, non-seller, deeply technical, well connected, and always available for insight, advice, architectural strategy, demos, PoX, etc. As an ATL you represent every brand, every solution and business outcome; you are the technical face of IBM in the account.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Technical Sales: 2+ years of technical sales to US Government and Federal Systems Integrators.
• Prior Military or Federal Industry Experience.
• Experience of successfully applying Consultative/Challenger sales techniques that 'lead to solutions' vs. 'lead with solutions.'
• Technical Expertise: Deep technical and architectural expertise across a variety of technologies, including cloud (with general container skills), business automation, and infrastructure.
• Proven Leadership: A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions.
• Communication and Collaboration Skills: Palpable people, communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful closure, and post-closure expansion of complex technology sales cycles.

Preferred technical and professional experience

• US Secret, Top Secret or TS/SCI.
• IBM Technology Proficiency: Proficiency in a wide range of IBM's technology solutions, including Cloud, Data & AI, and more (training in IBM's products will be provided).

ABOUT BUSINESS UNIT

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.

YOUR LIFE @ IBM

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?

ABOUT IBM

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.

OTHER RELEVANT JOB DETAILS

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

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

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

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.

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.

Job Title

Federal Account Technical Leader - DC Metro

Date posted

03-Feb-2025

Job ID

13762

City / Township / Village

No City, Annapolis Junction, Alexandria, Annapolis, Chantilly, Sterling, Washington, Reston, Arlington, Mclean, Herndon, Bethesda, Baltimore, Manassas, Fairfax, Springfield, Vienna, Ashburn, No City, Tysons Corner

State / Province

Virginia, Maryland, District of Columbia

Country

United States

Work arrangement

Hybrid

Area of work

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

137,000.00

Projected Maximum Salary per year

207,000.00

Position type

Professional

Up to 40% or 2 days a week (home on weekends- based on project requirements)

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?