Find your next role

Discover amazing opportunities across our network of companies committed to gender equality in the workplace.

Search

My job alerts

Techology Sales Leader - General Services Administration

IBM

Sales & Business Development

Washington, DC, USA

Posted on Mar 11, 2026

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

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

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

Success in this role requires the ability to build, cultivate, and orchestrate relationships across three critical dimensions:

GSA 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 GSA 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, FSIs, 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 GSA clients.
Builds credibility quickly and sustains 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.

Builds the trust of the brands and a collaborative environment

Open doors for the brands
Takes ownership of the success of both direct and non-direct teams to benefit the broader IBM business.
Mentors 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.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Deep Expertise in Technology Strategy: Proven ability to drive technology strategy with customers, aligning with their business objectives and leveraging a broad technology portfolio to deliver tailored solutions.
• Experience with IBM Technology Portfolio: In-depth knowledge of IBM Software and IBM Infrastructure, including Data, Automation, Transaction Processing, and Hybrid Cloud platforms, as well as Power, Storage, and Cloud infrastructure products.
• Strategic Planning and Execution: Skilled in developing and executing strategic plans that drive business value for customers, with a focus on seamless integration and optimal performance of solutions.
• Industry and Market Acumen: Strong understanding of market trends, competitor activity, and emerging technologies, with the ability to apply this knowledge to drive customer success and business growth.
• Complex Sales Experience: Proven track record of identifying and pursuing new sales opportunities, collaborating with customers to understand their needs, and delivering solutions that drive business value.

Preferred technical and professional experience

• Deep Understanding of Emerging Technologies: Familiarity with emerging technologies and trends in the industry, including advancements in AI, cloud computing, and data analytics. Ability to apply this knowledge to drive customer success and business growth.
• Broad Industry Knowledge: Exposure to various industries and sectors, with an understanding of the unique challenges and opportunities they present. Ability to leverage this knowledge to develop tailored solutions for customers.
• Advanced Technical Skills: Proficiency in one or more programming languages, data analysis tools, or other technical skills relevant to the IBM Technology Portfolio. Ability to apply these skills to deliver seamless integration and optimal performance of solutions.

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

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.

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.

See more open positions at IBM

Privacy policy Cookie policy