Federal Sales & Delivery Leader - Cloud & AI

IBM; Reston (VA); On-site; USD 180,000 - 260,000; Full time

Job summary

IBM Consulting is seeking a Business Sales Delivery Leader to drive federal client relationships and capture activities in the Washington, DC area. You will lead opportunity identification, solutioning, and teaming with partners to win large-scale services engagements across hybrid cloud and AI initiatives.

The role requires deep knowledge of federal procurement processes, 10+ years in federal services sales, and the ability to coordinate cross-functional teams while traveling across the US as

Qualifications

• 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.

Responsibilities

• 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

Skills

Business development

Federal clients

Sales management

Capture experience

Team leadership

Relationship-building

Job description

IBM Consulting is seeking a Business Sales Delivery Leader to drive federal client relationships and capture activities in the Washington, DC area. You will lead opportunity identification, solutioning, and teaming with partners to win large-scale services engagements across hybrid cloud and AI initiatives.

The role requires deep knowledge of federal procurement processes, 10+ years in federal services sales, and the ability to coordinate cross-functional teams while traveling across the US as