Army Account Manager

IBM

IBM

Sales & Business Development

California, USA · Tokyo, Japan · Texas City, TX, USA

Posted on May 19, 2026
Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities
1. Strategic Business Development
  • Identify, qualify, and pursue new business opportunities aligned with organizational growth objectives.
  • Develop and execute account growth strategies to expand revenue within existing and target clients.
  • Conduct market research and competitive analysis to inform pipeline development.
  • Build and maintain a strong sales pipeline and forecast revenue accurately.
2. Client Relationship Management
  • Serve as the primary point of contact for key client accounts.
  • Build trusted advisor relationships with stakeholders at multiple levels.
  • Ensure high levels of client satisfaction, retention, and long-term engagement.
  • Proactively identify client needs and align solutions to deliver value.
3. Account Growth & Revenue Management
  • Drive upselling and cross-selling opportunities within existing accounts.
  • Own account performance, including revenue, profitability, and contract renewals.
  • Negotiate contracts, pricing, and terms to achieve mutually beneficial outcomes.
  • Monitor account health metrics and intervene to mitigate risks.
4. Sales & Deal Execution
  • Lead end-to-end sales cycles, from prospecting through closing.
  • Prepare and deliver compelling proposals, presentations, and pitches.
  • Collaborate with internal teams (delivery, finance, legal) to structure deals.
  • Ensure compliance with company policies and commercial governance.
5. Collaboration & Cross-Functional Alignment
  • Work closely with delivery and operations teams to ensure successful service execution.
  • Translate client requirements into actionable project or service deliverables.
  • Align with marketing to support campaigns, events, and brand positioning.
  • Provide feedback from clients to inform product/service improvements.
6. Performance Tracking & Reporting
  • Track key performance indicators (KPIs) such as revenue growth, win rates, and client satisfaction.
  • Maintain accurate records in CRM systems and provide regular reporting.
  • Analyze trends to improve business development effectiveness and account performance.
7. Thought Leadership & Market Presence
  • Represent the organization in client meetings, industry events, and networking engagements.
  • Stay current with industry trends, emerging technologies, and client challenges.
  • Position the organization as a strategic partner through insights and expertise.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise

  • Demonstrated ability to build and sustain executive-level client relationships and act as a trusted advisor.
  • Strong business acumen with a deep understanding of sales strategy, revenue growth, and market dynamics.
  • Proven track record of managing complex accounts and delivering against revenue and profitability targets.
  • Excellent negotiation, influencing, and closing skills across multi-stakeholder environments.
  • Ability to translate client business challenges into actionable solutions and value propositions.
  • Strong communication and presentation skills, with experience delivering proposals, briefings, and pitches.
  • High degree of professionalism, accountability, and client-centric mindset.
  • Strategic thinker with the ability to balance long-term growth with short-term delivery objectives.
  • Experience working in cross-functional environments and leading without direct authority.
  • Strong problem-solving skills with the ability to navigate ambiguity and manage competing priorities.
  • Ability to obtain a Secret Level DoD/DoW Clearance
Preferred technical and professional experience
  • Proficiency in CRM platforms (e.g., Salesforce, Dynamics) for pipeline management, forecasting, and reporting.
  • Experience with sales lifecycle management, including prospecting, qualification, proposal development, and contract negotiation.
  • Understanding of financial principles, including revenue forecasting, margin management, and pricing strategies.
  • Familiarity with data analysis tools (e.g., Excel, Power BI) to track performance metrics and generate insights.
  • Knowledge of market research methodologies and competitive analysis techniques.
  • Ability to interpret and respond to RFPs, RFQs, and other procurement processes.
  • Understanding of contract structures, service delivery models, and commercial terms.
  • Experience leveraging digital tools and platforms to support business development and client engagement.
  • Industry-specific knowledge (e.g., federal consulting, IT services, or professional services) as applicable.
  • Awareness of compliance, regulatory, and governance requirements relevant to the business environment.

ABOUT BUSINESS UNIT

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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.

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