Technical Account Manager – Federal

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Washington

Bethesda

Herndon

Chantilly

Reston
Sales
Professional

Technical Account Manager – Federal

Introduction
A Technical Account Manager role in IBM means a career where you’re a trusted advisor with deep technical expertise, who works together with clients – either directly or through our seller partners – to help craft best-of-breed solutions to their hardest technology challenges.

With a consultative approach, you’ll uncover clients‘ most pressing technology pain points and guide them to solutions mapped to IBM’s people, products, and services. Being a natural leader, strategic systems thinker, and business influencer, you’ll orchestrate resources within IBM and /or our Partners to bring those solutions to life.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that compels our clients to invest in IBM’s products and services.

Technical Account Manager comfortably acts as the trusted technical advisor to IBM and /or 3rd party Partner clients. Collaborating across pre- and post-sales teams, you’ll help set the most appropriate technology strategy and solution design to complement clients‘ present and future needs.

Your Role and Responsibilities

Positions should be based in Washington, DC Metro and Surrounding area

Cultivating Collaborative Culture: Cultivate a growth mindset to foster a collaborative and resilient results-oriented culture with a passion for winning.
Product Adoption: Help land and expand adoption of products across IBM’s portfolio by demonstrating value in the context of clients‘ business, industry, and competitor landscape.
Client Technology Experience: Own and lead a client’s experience of IBM technology and define use-cases from their technical strategies.
Customer Engagement: Engage customers in experiential workshops and collaborate with Client Engineering and Customer Success teams to shape sessions that produce transformation-inspiring prototypes, compelling long-term investment.
Industry Expertise: Maintain deep expertise in industry trends and their contemporary application to solving enterprise-scale technology problems.

Preferred Location: Washington, DC.

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Required Technical and Professional Expertise

Prior Military or Federal Industry Experience
Technical Expertise: Technical and architectural expertise across a variety of technologies, including cloud (with general container skills), business automation, and infrastructure.
Proven Leadership: A proven leader with a history of coordinating an array of technical sales talent through demand generation, deal progression, post-close deployment, and ongoing, increasing adoption of deployed solutions.
Communication and Collaboration Skills: Palpable people, communication, and collaboration skills, with a proven record of networking, co-creating, and influencing as the technical expert throughout the successful closure, and post-closure expansion of complex technology sales cycles (c. $100k – $1 mil+ deals).
Sales Techniques: Experience of successfully applying Consultative/Challenger sales techniques that ‚lead to solutions‘ vs. ‚lead with solutions.
Agile and Best Practices: Solid experience of using agile and other contemporary best practices (e.g., DevOps and design thinking) to successfully deliver in a way that’s both nimble and fast.

Preferred Technical and Professional Expertise

A US Secret, Top Secret or TS/SCI
IBM Technology Proficiency: Proficiency in a wide range of IBM’s technology solutions, including Cloud, Data & AI, and more (training in IBM’s products will be provided).

Finde heraus, wie es ist, bei IBM zu arbeiten.

Über den Geschäftsbereich

About Business Unit

IBM 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.

Life@IBM

Your Life @ IBM

In 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?

Unternehmenskultur

About IBM

IBM’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.

Details zur Stelle

Location Statement

IBM 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.

US Citizenship required.

Being You @ IBM

IBM 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.

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