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Technology Sales Leader, State of Minnesota, US Public Market

IBM

Sales & Business Development, IT

Texas City, TX, USA · California, USA

Posted on Sep 11, 2025

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Introduction

We are seeking a highly motivated Technology Sales Leader to drive IBM’s technology portfolio across the State of Minnesota’s public sector. This leader will be responsible for shaping strategy, building C-level relationships, and orchestrating IBM resources across state agencies, local governments, higher education, and K-12 organizations.

While this is a leadership role, it carries no direct people-management responsibilities. The successful candidate will influence, coach, and align brand sellers and specialists who cover Minnesota through a different reporting structure.

Your role and responsibilities

Key Responsibilities

Territory Leadership
- Own the go-to-market strategy for Minnesota’s public sector, ensuring alignment with IBM’s national SLED priorities.
- Drive growth across IBM technology domains: Cloud, Data & AI, Automation, Security, Power, and Storage.
- Serve as executive sponsor for Minnesota-based clients, engaging CIOs, CTOs, procurement officers, and legislative stakeholders.
Sales Execution & Pipeline Discipline
- Deliver annual quota objectives with a balanced mix of SaaS ARR, transactional ACV, and multi-year ELAs.
- Influence disciplined pipeline management, forecast accuracy, and account planning across aligned sellers.
- Ensure coverage aligns with state initiatives (MNIT modernization, cybersecurity resilience, education IT transformation).
Influence & Collaboration
- Partner closely with brand sellers, technical specialists, and ecosystem partners to build winning strategies.
- Provide thought leadership and coaching to the extended IBM team in Minnesota.
- Align resources from across IBM (services, consulting, labs, and Red Hat) to deliver client outcomes.
Client & Partner Engagement
- Build and maintain strong executive relationships within MNIT, University of Minnesota, MinnState system, K-12 consortiums, and county/municipal IT leaders.
- Engage with ecosystem partners (systems integrators, consulting firms, Red Hat) to co-develop opportunities.
- Represent IBM at industry events, technology councils, and legislative briefings.

Success Criteria

Achieve or exceed annual sales targets for the Minnesota territory.
Expand IBM’s footprint in MNIT-led modernization programs, education technology transformation, and local government digital services.
Strengthen IBM’s influence in the Minnesota IT ecosystem, even without direct people-management responsibilities.
Position IBM as a trusted partner to Minnesota’s public sector, measured by client satisfaction, renewals, and growth.

Required education

Associate's Degree/College Diploma

Required technical and professional expertise

Qualifications

Proven sales leadership experience in enterprise technology, ideally within public sector / SLED.
Strong understanding of state procurement cycles, IT funding models, and compliance requirements in Minnesota.
Demonstrated ability to influence, coach, and align matrixed teams without direct reporting lines.
Track record of achieving or exceeding multi-million-dollar quotas.
Executive presence with strong ability to communicate IBM’s value across hybrid cloud, AI, automation, and cybersecurity.

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.

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?

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 500 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.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

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 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.

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.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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