IBM Senior Sales Manager
IBM Senior Sales Manager
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Job Description
Job Title: IBM Senior Sales Manager
Location: Hybrid in Herndon VA with up to 25% travel to federal government sites conferences and events as needed
Clearance Required: None
Duration: Full-time Permanent
Pay Type: W2 employee
Reporting to: Senior Director of Sales
Management Duties: Two Direct Reports
Compensation: DOE
Overview:
Four Inc. is seeking an experienced and dynamic Sales Manager to lead our federal sales team in driving new IBM software business. This role will directly manage both inside and outside sales representatives working closely with technical resources and strategic partners to achieve defined revenue goals. The ideal candidate is a proven player/coach who excels at developing sales talent creating effective territory strategies and building a robust pipeline of federal opportunities. This is an opportunity to make a meaningful impact while advancing your career in a mission-focused collaborative environment.
Essential Functions:
- Directly manage coach and develop an inside/outside federal sales team and work closely with technical resources to consistently meet or exceed defined revenue targets and drive net new IBM software sales.
- Design and execute a comprehensive sales strategy including territory planning opportunity identification marketing alignment and account management.
- Actively participate in sales activities to generate new IBM software opportunities through networking prospecting and leveraging industry relationships.
- Lead by example modeling strong sales practices for your team while acting as a player/coach.
- Collaborate with technical teams to align solutions with customer needs budgets and timelines.
- Implement and leverage sales processes and tools to ensure accurate and timely forecasting.
- Build strong relationships with strategic partners to extend market reach and enhance solution offerings leveraging technical training to align to overall revenue goals.
- Monitor market trends competitive activity and industry developments to inform strategy and positioning.
- Represent the company at key industry events conferences and networking functions.
- Stay informed on federal acquisition trends budgets and compliance considerations.
- Other duties as assigned
Qualifications:
- Bachelors degree in Business MIS Computer Science Engineering or a related field required; Masters degree preferred
- 5-7 years of experience in federal IT sales with a minimum of 3 years of experience in managing an outside sales team including experience supporting business development in complex environments
- Prior experience with IBM solutions related to AI cloud and/or cybersecurity
- Demonstrated success in driving new business and meeting revenue goals in the federal market
- Strong leadership and team development skills with a track record of building high-performing sales teams
- Deep knowledge of federal procurement methods (e.g. GWACs BPAs SEWP GSA Schedules)
- Knowledge of federal compliance requirements (e.g. FedRAMP FISMA CMMC)
- Knowledge of the technology sales lifecycle and a track record of driving client outcomes
- Strong written and verbal communication skills including excellent presentation skills and persuasive abilities
- Excellent interpersonal and relationship management abilities
- A proactive self-motivated mindset with a strong desire to continuously learn and grow
- Demonstrated business acumen and the ability to align solutions to client missions
- Entrepreneurial spirit and a commitment to excellence of experience in a solution sales sales engineering or technical consulting role
- A passion for customer experience and public sector innovation and for solving problems through technology
- Strong time management and ability to prioritize competing demands
- Ability to work independently and take initiative
- Proficiency in Microsoft Office Suite (Word Excel PowerPoint Outlook) and CRM tools (e.g. Sugar Salesforce Hubspot) and sales forecasting tools.
- Comfortable with digital collaboration tools (e.g. Teams SharePoint Zoom)
- Willing to travel to meet with clients partners and attend industry events as needed.
- Ability to gain clearance preferred
Physical Requirements:
The work is generally sedentary and performed in an office or remote setting; however some travel to government or partner sites may be required. The position may require:
- Visual acuity to view computer screens read technical documents and perform data analysis
- Ability to sit or stand for extended periods
- Manual dexterity sufficient to operate a keyboard mouse and other office equipment
- Occasional lifting or carrying of equipment boxes or documents (typically under 25 lbs)
- Ability to hear and speak clearly in virtual and in-person meetings
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.
About the Company:
Four Inc. is a Platinum IBM Business Partner with a long history of delivering exceptional results in the federal marketplace. We specialize in providing IBM software solutions to U.S. government agencies helping them modernize secure and optimize their mission-critical operations. With a proven track record of success and a strong collaborative culture we are expanding our team to continue driving innovation and digital transformation in the public sector.
Four Inc. is a federal contractor and an Equal Opportunity Employer including disabled persons and veterans. We are committed to providing equal employment opportunities without regard to race color religion sex sexual orientation gender identity national origin disability protected veteran status or any other protected characteristic under applicable law. We actively seek to recruit hire and promote qualified veterans and individuals with disabilities.
If you are a qualified individual with a disability or a disabled veteran and require a reasonable accommodation to apply for a position please contact us at . This job opening will be listed with the appropriate state workforce agency as required under the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA).
Required Experience:
Senior Manager
Employment Type
Full-Time
