14 days old

Federal Systems Hardware First Line Manager

Multiple Cities, Multiple
  • Job Code
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
Data and technology are transforming industries, society, and even the workplace by creating professions that didn't exist before the emergence of cognitive computing, cloud, analytics, social, mobile and security. IBM is seeking talent to join the Systems HW Federal DOD/IC Sales Management team in the WMA (Washington Metro Area) with primary responsibility for US Federal Accounts. The Solutions Sales Manager (SSM) is responsible for managing, mentoring, and developing a high-performance Solutions sales team. The SSM will support the sale of IBM systems products, solutions and/or services to meet/exceed client expectations, and IBM sales targets; techniques such as client value selling will be leveraged to demonstrate value to the customer and instill confidence in IBM'S ability to deliver the proposed solution. The SSM will require strong people management and sales skills.

The ideal candidate will align closely with peers on both sales leadership and technical teams to ensure that sales accelerators are properly applied to win the business. As an IBM leader, you will need to drive a culture of technical sales eminence and deliver client value. In addition, you will need to be able to be knowledgeable with US Federal customers. As a key member of the sales management team, the CTM is responsible for managing, mentoring, and developing a high-performance sales team. The SSM will support the sale of IBM systems products, solutions and/or services to meet/exceed client expectations, and IBM sales targets. The SSM demonstrates leadership required to manage client situations and achieve client satisfaction & sales objectives. The SSM establishes influential relationships with decision makers and reinforces the value of IBM solutions and capabilities.

In this role, you will work in lockstep with your team and the sales counterparts to manage all aspects of the sales process. Your team will provide sales support which may include: collaborating with IBM client sales teams to define, design, and detail all aspects and feasibility of proposed solutions; supporting critical situations; and answering client questions.

Key Activities and Responsibilities:
  • Understand IBM's sales messaging and communicate effectively to Customers and Partners at C-Suite level
  • Represent IBM in a professional way and continually demonstrate a sound technical understanding of our solutions and the needs of our customers to display our key differentiator over the competition
  • Responsible for meeting or exceeding annual target
  • Ensure sales documentation is completed on time and in line with the appropriate company standards
  • Continual learning and education to develop sales skills and had better understand Customer industries and business
  • Represent the company to our Customers in the most professional way and continually ensure the delivery of operational excellence within every engagement
  • Understanding the client's business requirements, technical requirements and/or competitive landscape
  • Understanding of Systems HW Solutions and integration with complimentary IBM solutions
  • Taking initiatives to own accounts and issues and driving team members toward common goal of winning business
  • Develops quality sales initiatives to improve team effectiveness

This position is located in Virginia, DC, or Maryland

Required Professional and Technical Expertise
  • At least 5 years of experience working with Federal Clients
  • Well versed in strategies to drive successful sales cycles

Preferred Professional and Technical Expertise
  • At least 5 years of experience in Pre-Sales Management
  • At least 5 years of experience in Knowledge Across IBM Hardware Portfolio
  • At least 5 years of experience in Strong Network of Connections Across IBM and Clients
  • Demonstrated oral, presentation and written communication skills
  • Well versed in strategies to drive successful sales cycles
  • Demonstrated ability to learn new technologies
  • Adherence to, and management of, IBMs solution selling methodology
  • Security Clearance of Top Secret (TS/SCI)

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs 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
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world. What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-08-06 Expires: 2019-09-05

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Federal Systems Hardware First Line Manager

Multiple Cities, Multiple

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