Managing Director: Federal Sales USAF and IRS/Treasury - Octo Consulting Group
Herndon, VA 20190
About the Job
IntroductionA Technology Sales Managing Director career within IBM means being the overall leader on one of our biggest accounts.
It means conducting an orchestra of multi-skilled, exceptional talent to craft and execute account strategies, and help clients navigate complex, technology architecture decision points.
All-the-while leading customers to the right solutions based on their business problems and intent.
With executive presence, technology expertise and deep market knowledge, you’ll be a strategic advisor to the c-suite.
Working with multiple teams and leaders across Sales, Consulting, and 3rd party seller Partners, you’ll develop and execute strategies that consistently deliver revenue growth.
Growth that’s built on a diverse pipeline of opportunities that puts IBM’s solutions into compelling client context, and positions IBM offerings as transformational, value-driving solutions.Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career.
Our sales environment is fast-paced and supportive.
Always connected to a wider team, you’ll be surrounded by other directors and colleagues.
People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM’s people, products, and services.Your Role and ResponsibilitiesIBM offers powerful and responsible AI solutions that help federal agencies transform their digital ecosystems.
With responsible AI, government agency personnel are empowered to deliver innovative government services that benefit citizens, improve workforce efficiency and reduce operational costs.IBM is poised to help federal agencies—from healthcare and public safety to national security and defense—optimize and provide cutting-edge technology through:Multi-cloud solutionsConsulting servicesCybersecurity expertiseSpecialized app modernization capabilitiesRole Focus and Responsibilities:Technical & Industry Expertise• Being curious about the Federal business and industry, spending a significant amount of time researching the Federal industry, competitors and setting our technology leadership from an industry and account perspective to create differentiated value propositions• Using deep technology expertise and experimental tools to help clients navigate architectural decision points, prepare to compete, and find the right solution through Minimal Viable Products (MVPs), demos, and design thinking sessionsAccount Planning & Stakeholder Management• Creating consistency with your team and extended team centered around the IBM Client Engagement Model, quarterly account planning, opportunity standups, deals clinics, quarterly checkpoints, SKO participation, continuous role-based learning, and ISC (IBM Sales Cloud) discipline• Driving end-to-end sale of products, leading to consistent IBM Technology revenue growth • Nurturing existing C-Suite and technology leader relationships and establishing new longer-term relationships.Prioritizing visibility with clients, including being present, in person or virtually and hosting client events, briefings, and other high value personalized interactions to deepen the overall relationships when appropriate• Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the clientSales & Strategy Execution.
Prioritizing deployment of resources to strategic opportunities through the entire sales lifecycle and ensuring brilliance in sales (generating opportunities, qualifying opportunities, progressing opportunities) and contracting execution until closure• Creating an all-inclusive teaming environment across the teams including Consulting and other partners, aligned to the overall growth strategy designed during account planning, to ensure all teammates understand the client culture, decision process, business objectives and how our technology assists in supporting them, showing versus telling.These roles are based in DC.
All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.FedSales24Required Technical and Professional ExpertiseStrong sales execution experience and client engagement skillsDeep Knowledge of IBM’s strategy and portfolioAbility to advise clients on the technical architecture needed to address their business requirementsDifferentiate IBM in context of Client’s industryUse industry, business and finance acumen to identify and progress opportunitiesCoach sellers to achieve business goals These roles are based in DC.
All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.Preferred Technical and Professional Expertise•Client Engineering Engagements •Client NPS and qualitative feedbackAbout Business UnitIBM 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 @ IBMIn 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 IBMIBM’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.Location StatementIBM 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.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 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 @ IBMIBM 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.Role:Managing Director: Federal Sales USAF and IRS/TreasuryLocation: Multiple Locations See AllWashington BethesdaAlexandriaHerndonRestonCategory:SalesEmployment Type:Full-TimeTravel Required:Up to 40% or 2 days a week (home on weekends- based on project requirements)Contract Type:RegularCompany:(0147) International Business Machines CorporationReq ID:742892BRProjected Minimum Salary:$198,000 per yearProjected Maximum Salary:$198,000-$298,000/year per yearDate Posted:December 4, 2024
It means conducting an orchestra of multi-skilled, exceptional talent to craft and execute account strategies, and help clients navigate complex, technology architecture decision points.
All-the-while leading customers to the right solutions based on their business problems and intent.
With executive presence, technology expertise and deep market knowledge, you’ll be a strategic advisor to the c-suite.
Working with multiple teams and leaders across Sales, Consulting, and 3rd party seller Partners, you’ll develop and execute strategies that consistently deliver revenue growth.
Growth that’s built on a diverse pipeline of opportunities that puts IBM’s solutions into compelling client context, and positions IBM offerings as transformational, value-driving solutions.Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career.
Our sales environment is fast-paced and supportive.
Always connected to a wider team, you’ll be surrounded by other directors and colleagues.
People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to continually invest in IBM’s people, products, and services.Your Role and ResponsibilitiesIBM offers powerful and responsible AI solutions that help federal agencies transform their digital ecosystems.
With responsible AI, government agency personnel are empowered to deliver innovative government services that benefit citizens, improve workforce efficiency and reduce operational costs.IBM is poised to help federal agencies—from healthcare and public safety to national security and defense—optimize and provide cutting-edge technology through:Multi-cloud solutionsConsulting servicesCybersecurity expertiseSpecialized app modernization capabilitiesRole Focus and Responsibilities:Technical & Industry Expertise• Being curious about the Federal business and industry, spending a significant amount of time researching the Federal industry, competitors and setting our technology leadership from an industry and account perspective to create differentiated value propositions• Using deep technology expertise and experimental tools to help clients navigate architectural decision points, prepare to compete, and find the right solution through Minimal Viable Products (MVPs), demos, and design thinking sessionsAccount Planning & Stakeholder Management• Creating consistency with your team and extended team centered around the IBM Client Engagement Model, quarterly account planning, opportunity standups, deals clinics, quarterly checkpoints, SKO participation, continuous role-based learning, and ISC (IBM Sales Cloud) discipline• Driving end-to-end sale of products, leading to consistent IBM Technology revenue growth • Nurturing existing C-Suite and technology leader relationships and establishing new longer-term relationships.Prioritizing visibility with clients, including being present, in person or virtually and hosting client events, briefings, and other high value personalized interactions to deepen the overall relationships when appropriate• Manage, coordinate and leverage Partner ecosystem resources, if applicable, to drive business value for the clientSales & Strategy Execution.
Prioritizing deployment of resources to strategic opportunities through the entire sales lifecycle and ensuring brilliance in sales (generating opportunities, qualifying opportunities, progressing opportunities) and contracting execution until closure• Creating an all-inclusive teaming environment across the teams including Consulting and other partners, aligned to the overall growth strategy designed during account planning, to ensure all teammates understand the client culture, decision process, business objectives and how our technology assists in supporting them, showing versus telling.These roles are based in DC.
All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.FedSales24Required Technical and Professional ExpertiseStrong sales execution experience and client engagement skillsDeep Knowledge of IBM’s strategy and portfolioAbility to advise clients on the technical architecture needed to address their business requirementsDifferentiate IBM in context of Client’s industryUse industry, business and finance acumen to identify and progress opportunitiesCoach sellers to achieve business goals These roles are based in DC.
All candidates should currently reside in the DC, Northern Virginia and Southern Maryland areas.Preferred Technical and Professional Expertise•Client Engineering Engagements •Client NPS and qualitative feedbackAbout Business UnitIBM 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 @ IBMIn 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 IBMIBM’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.Location StatementIBM 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.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 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 @ IBMIBM 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.Role:Managing Director: Federal Sales USAF and IRS/TreasuryLocation: Multiple Locations See AllWashington BethesdaAlexandriaHerndonRestonCategory:SalesEmployment Type:Full-TimeTravel Required:Up to 40% or 2 days a week (home on weekends- based on project requirements)Contract Type:RegularCompany:(0147) International Business Machines CorporationReq ID:742892BRProjected Minimum Salary:$198,000 per yearProjected Maximum Salary:$198,000-$298,000/year per yearDate Posted:December 4, 2024
Source : Octo Consulting Group