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.

QUALIFICATIONS:

• Bachelor’s degree in Business, MIS, Computer Science, Engineering, or a related field required; Master’s 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.

• 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