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Technology Sales Leader, State of Missouri

IBM

IT, Sales & Business Development

Jefferson City, MO, USA

Posted on Dec 11, 2025

Introduction

We are seeking a highly motivated Technology Sales Leader to drive IBM’s technology portfolio across the State of Missouri’s public sector. This leader will play a critical role in shaping IBM’s engagement with state agencies, local governments, higher education, and K-12 organizations—positioning IBM as a trusted innovation partner for modernization, cybersecurity, and AI adoption.

While this is a leadership position, it carries no direct people-management responsibilities. The successful candidate will influence and coordinate IBM’s brand sellers and technical specialists who cover Missouri through different reporting structures.

Your role and responsibilities

Key Responsibilities

Territory Leadership
- Define and execute the go-to-market strategy for Missouri’s public sector, aligned with IBM’s national SLED objectives.
- Drive sales growth across IBM’s technology portfolio: Hybrid Cloud, Data & AI, Automation, Security, Power, and Storage.
- Serve as an executive liaison for Missouri-based clients, engaging CIOs, agency directors, legislative technology committees, and procurement leaders.
Sales Execution & Pipeline Discipline
- Achieve annual revenue and quota objectives through direct engagement, strategic deal shaping, and orchestration of IBM resources.
- Influence disciplined pipeline hygiene, forecasting, and strategic account planning across aligned sellers.
- Ensure focus on state modernization initiatives, including Missouri IT Services Division (ITSD) digital transformation, cybersecurity upgrades, and education infrastructure renewal.
Influence & Collaboration
- Lead by influence—aligning brand sellers, technical specialists, and ecosystem partners toward common client outcomes.
- Collaborate across IBM units (Consulting, Red Hat, Infrastructure, and Software) to present integrated solutions.
- Serve as a strategic coach and resource to sellers navigating the Missouri procurement process.
Client & Partner Engagement
- Build executive-level relationships across ITSD, Department of Social Services, Department of Health and Senior Services, Department of Education, University of Missouri System, and county/municipal IT leaders.
- Engage with ecosystem partners (system integrators, consulting firms, and Red Hat) to drive joint go-to-market activities.
- Represent IBM at state technology councils, education summits, and legislative briefings.

Required education

None

Required technical and professional expertise

Qualifications

Proven sales leadership experience in enterprise technology, preferably within SLED or regulated industries.
Strong understanding of Missouri’s procurement processes, budgeting cycles, and IT governance structure.
Demonstrated ability to influence cross-functional teams without direct management responsibility.
Consistent track record of achieving or exceeding multimillion-dollar sales goals.
Exceptional executive presence and communication skills to articulate IBM’s value across hybrid cloud, AI, and cybersecurity domains.

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 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.

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.

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