FSI Technology Sales Partner-Federal

Introduction

A Technology Partner Specialist at IBM means a career where you are a trusted advisor with deep technical expertise who works with our Federal System Integrator (FSI) clients to help craft best-of-breed solutions to their most complex technology challenges. With a consultative approach, you uncover clients' most pressing technology pain points and lead them to solutions mapped to IBM's people, products, and services. Being a natural leader, strategic systems thinker, and business influencer, you 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, while ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you are 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

Utilizing your deep understanding of the federal marketplace, how to work with and through FSIs, and technology solutioning and sales expertise you will work with your assigned FSI(s) to develop solutions utilizing IBM products to meet their needs and their end client needs.

Advocating for leading-edge technologies and digital transformation you'll pave the way for your teams' continued successes and development by bringing the full technology power of IBM to your customers. People who will be receptive because of your natural ability to create trusted and enduring relationships that establish IBM as an essential partner in solving their most difficult technical problems.

Client Relationship Management : Building a broad network of relationships within and across your assigned FSI. Bringing technical experts from across the firm to address your clients' digital transformation journeys. Serving as the single point of accountability for IBM product and service sales and quality, and playing a central role in resolving client critical situations.

Technology Expertise : Leveraging broad and deep technology expertise to provide highly contextual insights into the benefits of emerging technology adoption and technical solutions to solve your clients' problems. Co-creating solutions with your clients to respond to RFx requirements.

Thought Leadership and Transformation : Providing technical thought-leadership and direction to teams for the client's transformation agenda. Bringing an outside-in perspective while recommending disruptive technologies and approaches to scale new value capture within the FSI and in partnership with the FSI as they respond to solicitations for solutions for their federal government end clients.

Driving Sales To and Through Client : Driving sales to the client to address the client's internal transformation challenges as well as working with the client to develop a pipeline of opportunities to sell through the client to federal end customers. Sell through will require pipeline development, co-creation of solutions, co-marketing with client to federal end customer, and preparing proposal responses on technical solutions.

These roles are based in DC. All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.

Required Technical and Professional Expertise

Federal Market and FSI Experience : Experience in the federal market place working directly for FSIs or selling to and through FSIs. Knowledge of and experience with the federal sales cycle and responding to federal procurements is required.

Technical Expertise : Technical knowledge and experience with cloud, data & AI, and automation technologies, in addition to deep federal knowledge and contemporary methods for co-creating client solutions, with and through others.

Proven Sales Success : Have a proven successful history of selling / co-selling with partners in front of clients.

Consistent Target Achievement and High Performance : Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.

Communication and Influencing : Palpable people, communication, and collaboration skills, with a proven record networking and influencing throughout the successful closure of complex technology sales cycles (including $multi-million deals).

Preferred Technical and Professional Expertise

Comprehensive Knowledge of IBM's Product Suite : Possess a strong understanding of IBM's product suite (full training on IBM's technologies will be provided).

Understanding of IBM's Competitive Distinctions : Grasp IBM's competitive differentiations as well as the position of competitors in the market.

Location Statement

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), cash balance pension plan, 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.

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.

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

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.

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, 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.

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