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

Technology Sales Leader (TSL)

Role Overview
The Technology Sales Leader (TSL) is the accountable owner of the IBM technology portfolio across assigned Horizon accounts. This role drives strategic growth by developing deep client relationships, shaping technology roadmaps, and orchestrating cross‑functional IBM teams to deliver consistent, predictable execution. We are seeking an experienced enterprise seller, with a demonstrated history of managing complex accounts, engaging senior decision makers, and leading without formal authority in a matrixed environment.

Key Responsibilities

Own and lead the full‑portfolio technology strategy for assigned accounts, aligning IBM’s capabilities to client business priorities and initiatives.
Build, expand, and mature executive‑level relationships across IT and the business (VP, SVP, C‑suite), acting as a trusted advisor and strategic partner.
Drive a disciplined 13‑week Horizon execution cadence, ensuring clean pipeline management, accurate forecasting, risk identification, and predictable in‑quarter performance.
Lead cross‑functional teams — including ATLs, CSEs, BSSs, SMEs, and ecosystem partners — to progress opportunities, activate plays, and deliver compelling client outcomes.
Maintain strong understanding of the client’s IT architecture, infrastructure, modernization initiatives, and competitive landscape to identify whitespace and growth opportunities.
Progress opportunities across sales plays such as hybrid cloud, automation, data & AI, security, infrastructure modernization, and industry‑specific initiatives.
Partner with technical teams to ensure successful deployments, client adoption, and realized value tied to IBM solutions.
Drive multi‑threading and relationship expansion across admin, manager, and VP levels to reduce risk and expand influence.
Collaborate closely with leadership on account planning, play execution, and cross‑team alignment.

Who Succeeds in This Role
A high‑performing TSL thrives at the intersection of business value, technical strategy, and relationship leadership. This role requires an experienced, consultative seller who can command the room at VP/C‑suite levels, build trust quickly, and orchestrate a high‑performing team to deliver transformative outcomes for the client.

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

Required Experience

Proven track record of enterprise technology sales success managing large, complex accounts with multi‑million‑dollar portfolios.
Consistent experience engaging and influencing C‑suite and senior executives.
Strong background leading cross-functional, matrixed teams without direct authority.
Demonstrated ability to translate business problems into technology-led solutions.
Expertise in building account strategies, forecasting, and running a structured sales cadence.
Familiarity with hybrid cloud, automation, data & AI, and enterprise infrastructure is preferred.

Preferred technical and professional experience

Preferred Qualifications

8–12+ years in enterprise sales, strategic account management, or technology consulting.
Deep knowledge of client IT environments, modernization patterns, and competitive market trends.
Strong executive presence and communication skills — able to simplify complex concepts for business audiences.

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.

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