Techology Sales Leader - General Services Administration

As a Technology Sales Leader, you will drive technology strategy with customers, focusing on the entire IBM Technology Portfolio. This portfolio includes IBM Software and IBM Infrastructure, encompassing various platforms and product portfolios. Your primary responsibilities will include:

• Develop Strategic Plans: Drive technology strategy with customers, aligning with their business objectives and leveraging the IBM Technology Portfolio to deliver tailored solutions.
• Lead Customer Engagement: Foster strong relationships with customers, providing guidance on IBM's Software Platforms, including Data, Automation, Transaction Processing, and Hybrid Cloud, as well as Infrastructure products such as Power, Storage, and Cloud.
• Identify Business Opportunities: Identify and pursue new sales opportunities, collaborating with customers to understand their needs and delivering solutions that drive business value.
• Deliver Solution Value: Work closely with customers to deliver the value of IBM's Technology Portfolio, ensuring seamless integration and optimal performance of solutions.
• Maintain Market Expertise: Stay up-to-date on market trends, competitor activity, and emerging technologies, applying this knowledge to drive customer success and business growth.

Technology Sales Leader - General Services Administration

Overall Description

The Technology Sales Leader for the General Services Administration (GSA) is responsible for defining and executing IBM's technology strategy in support of GSA's modernization, acquisition transformation, and operational efficiency priorities.

This senior executive serves as a trusted strategic advisor to GSA leadership and mission stakeholders, translating complex federal requirements into integrated, cross-IBM technology architectures. The role requires deep expertise across Hybrid Cloud, AI, Application Modernization, Security, Infrastructure, and Sustainability, combined with the executive presence to shape multi-year digital transformation strategies.

Success in this role requires the ability to build, cultivate, and orchestrate strategic relationships across three critical dimensions: senior government decision-makers and acquisition leaders; global and federal systems integrators; and strategic ecosystem and technology partners.

The leader will drive platform wins, generate and mature high-value pipeline, exceed revenue targets, and mobilize IBM and partner capabilities to deliver measurable mission outcomes and sustained growth.

Core Responsibilities

• Define and lead IBM's end-to-end technology strategy within GSA.
• Win strategic technology decision points and multi-year platform engagements.
• Translate mission priorities into cross-portfolio IBM solutions aligned to federal modernization and efficiency objectives.
• Establish and expand executive-level relationships across technical, business, and procurement stakeholders.
• Build and sustain trusted partnerships with leading federal systems integrators and strategic ecosystem partners.
• Develop and execute joint account strategies with IBM Consulting, GSIs, ISVs, and cloud partners.
• Drive disciplined opportunity progression from identification through contracting and execution.
• Exceed quota expectations and deliver predictable, scalable revenue growth.
• Lead cross-functional initiatives that scale beyond the assigned territory and strengthen IBM's federal market position.

Environment

• Operates in a high-visibility, politically complex federal acquisition environment.
• Aligns IBM strategy to government-wide priorities focused on efficiency, modernization, shared services, and AI enablement.
• Navigates multi-stakeholder buying centers, structured procurement processes, and long sales cycles.
• Leads effectively in ambiguous, fiscally constrained, and evolving policy environments.
• Demonstrates business unit, country, or international professional mastery in mission-critical situations.

Communication / Negotiation

• Engages confidently with CXO-level federal executives and senior acquisition officials.
• Builds credibility quickly and sustains executive-level trust.
• Leads complex, multi-party negotiations involving agencies, integrators, and ecosystem partners.
• Develops durable, mutually beneficial agreements that align client mission outcomes with IBM growth objectives.
• Aligns diverse stakeholder interests into cohesive solution strategies.
• Articulates IBM's differentiated value proposition within highly competitive federal markets.

Problem Solving

• Anticipates federal mission and acquisition challenges before they fully materialize.
• Introduces innovative, forward-looking strategies grounded in market, policy, and technology insight.
• Designs differentiated solutions that integrate IBM technology with partner and integrator capabilities.
• Applies sound judgment in high-stakes, high-visibility pursuits.
• Creates scalable modernization models that can be extended across agencies.

Contribution / Leadership

• Recognized as an expert and strategic leader across IBM Federal and broader IBM organizations.
• Influences go-to-market strategy, cross-brand alignment, and ecosystem engagement models.
• Builds, cultivates, and inspires high-performing agile teams spanning IBM, integrators, ISVs, and cloud partners.
• Takes ownership of the success of both direct and non-direct teams to benefit the broader IBM business.
• Mentors senior sellers and shapes next-generation leadership capability.
• Fosters an inclusive culture grounded in transparency, accountability, and performance excellence.
• Challenges assumptions and introduces differentiated perspectives that elevate IBM's strategic position.

Impact on Business / Scope

• Accountable for IBM technology insertion (tactical and strategic pursuits).
• Commits and orchestrates significant cross-brand IBM and partner resources.
• Consistently achieves/exceeds business results: IPL revenue, growth, OI/Pipeline growth and client satisfaction objectives.
• Expands IBM's federal footprint by strengthening integrator and ecosystem alignment.
• Drives increased client lifetime value through platform adoption and expansion.
• Extends expertise and influence beyond assigned territory to elevate overall IBM Federal performance.