JOB TITLE: IBM SENIOR SALES EXECUTIVE (DOD)

Location: Hybrid in Herndon, VA with up to 10% travel to federal government sites as needed
Clearance Required: None
Duration: Full-time, Permanent
Pay Type: W2 employee
Reporting to: IBM Senior Sales Manager
Management Duties: None
Compensation: DOE

OVERVIEW:

Four Inc. is seeking a motivated, results-driven IBM Sales Executive to lead software solution sales within the U.S. Department of Defense (DoD). In this client-facing, consultative role, you’ll apply your federal sector knowledge and IBM product expertise to help defense agencies modernize via tailored IBM software solutions across key areas including AI, automation, cloud, security, system hardware, and data and analytics. You will help federal agencies solve strategic and tactical challenges, improve citizen services, and achieve mission goals using IBM’s world-class offerings. This is an opportunity to make a meaningful impact while advancing your career in a mission-focused, collaborative environment.

QUALIFICATIONS:

• Bachelor’s degree in Business, MIS, Computer Science, Engineering, or a related field required; Master’s degree preferred
• 3+ years of experience in Field Sales to the Government, including experience supporting business development in complex environments
• Prior experience with IBM solutions related to AI, cloud, and/or cybersecurity
• 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)
• Comfortable with digital collaboration tools (e.g., Teams, SharePoint, Zoom)
• 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.

• Use business and technical acumen to understand federal agency missions, requirements, and environments
• Develop and execute long-term consultative sales strategies aligned with government procurement cycles
• Generate and qualify new federal business opportunities through proactive outreach and relationship building
• Engage key decision-makers and stakeholders to drive consensus on IBM solutions
• Foster trust and credibility with clients by aligning solutions with their unique objectives and challenges
• Collaborate with technical teams to deliver Proofs of Concept (POC), Proofs of Technology (POT), and address critical issues
• Lead negotiations and close deals by effectively communicating Four Inc.’s and IBM’s value propositions
• Stay informed on federal acquisition trends, budgets, and compliance considerations
• Accurately forecast sales opportunities aligned to customer budget, need and timelines
• Other duties as assigned