Introduction
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

IBM is currently hiring a Software Client Leader (SCL) for the Federal Services Market (Department of Defense largest government agency, Defense Agencies to include DISA and DLA). SCLs create and maintain client relationships at all levels within the client's business. They design solution recommendations for their clients applying their technical skills, industry knowledge and business acumen. These solutions leverage IBM technologies, architectures, platforms, and offerings to solve the client's business challenges and deliver value.

This role is also responsible for accelerating the deployment of IBM software products while developing and maintaining a technical advisory relationship with the client. The candidate will be expected to build new sales pipeline by leveraging the capabilities across the entire IBM portfolio. The Software Client Leader provides leadership of technical activities to promote software sales and adoption, set a vision for clients, lead requirements gathering and analysis, design solutions, facilitate demos and presentations and work as an integral part of a sales team to drive client success. This is a technical sales leadership position and is a customer-facing role. The candidate should have the ability to work with client Line of Business Executives and be able to work in a collaborative role with IBM sales teams and business partners.

Key Responsibilities

• United States DISA and Defense Agencies for Dept. domain expertise
• Maintains and expands partnerships with Clients and the Client ecosystem (eg Channels, Business Partners, Resellers) while proactively gaining an understanding of the client's business strategy and objectives.
• Maintains healthy software pipeline, with focus on Open Hybrid Cloud and AI, Client Value Plays, Strategic Account Planning
• Overall responsibility for business development and sales of IBM SW products
• Identify, own and manage opportunities through the entire sales life-cycle from initial prospecting and qualification to deal closing
• Build a cohesive strategy with IBM Sales Teams manage external sales opportunities and agree on an engagement model
• Ensure a proper matrixed network of relationship inside and outside IBM
• Link with other sales functions and IBM cross brand areas (SW, HW, Services) to ensure that the full suite of IBM offerings is promoted to customers
• Link with channel managers and business partners to ensure that the full suite of IBM products offerings is promoted to business partners

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Required Technical and Professional Expertise
Requirements:

• Min 2-3 years of experience in sales or a min of 2 years of experience in DISA and Defense Agencies
• Experience managing and closing sales cycles with proficiency in account planning, deal strategy, relationship management, negotiation and personal time management
• Experience selling at the CIO/CXO level
• Experience in selling or supporting IT services and should have ability to work/progress many sales opportunities simultaneously
• Experience in selling products and services (software, hardware, consulting)
• Consulting skills to be able to consult the issue with the client and propose solution
• Strong written and verbal communication skills
• Strong team player and leadership acumens
• Resilient and High Achiever
• Presentation skills
• External DOD work or military experience preferred

Preferred Technical and Professional Expertise

• 3+ years of experience in developing, managing, and maintaining significant and high-level customer relationships
• Experience with Enterprise, Cloud or Cognitive Technical Software Sales
• Project Management experience and/or certification