National Security Account Manager

Job Description

Introduction
As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies. If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.
Your Role and Responsibilities
Account Manager & Growth Lead for the National Security account (DHS & Justice) will have responsibility for the Profit and Loss of various DHS and Justice accounts as well as responsibility for the new business growth and strategy of the account. The leader will manage relationships with the clients working in conjunction with other IBM brands. The leader will manage the marketing spend for the account and be responsible for the overall growth and strategic direction of the account in line with IBM’s strategic imperatives including cloud, cognitive computing and analytics. The account leader will work with the lines of business across IBM including SWG, HW, Research and Global Markets as well as work with the business partner community including other services companies and ISVs.
The account leader will also:

• Focus on client success and have a growth mindset.
• Work closely with senior leaders to identify, refine, and execute account plan strategies.
• Achieve yearly sales (Total Contract Value) targets and build a forward-leaning opportunity pipeline focused on unrestricted opportunities and small business partnerships.
• Work with BD and Capture teams to prepare, present, and mature opportunities through defined Capture Management Process.
• Develop and execute effective call plans for meetings with target clients, program managers, and industry partners.
• Support outreach to the Department of Homeland Security (DHS), including assistance with building new partnerships and communication strategies; developing methods to expand customer base; and developing strategies to help ensure consistent, efficient, and effective solutions.
• Develop and maintain positive working relationships with both internal and external stakeholders, including other business development and capture team members, client executives, proposal managers, corporate infrastructure departments and program management teams to ensure effective, efficient, and integrated implementation of capture strategies.
• Interface and manage teaming partners for existing relationship as well as developing potential future partners for upcoming opportunities.
• Meet or exceed established performance goals in support of overall corporate growth and success.

Required Technical and Professional Expertise

• 10+ years growing and/or managing a large 25M+ Accounts in Department of Homeland Security and/or Department of Justice
• 5 Years working with the Department of Homeland Security and Justice with deep and trusted C-Suite and Director level relationships
• DHS Clearance or ability to gain clearance if lapsed
• Experience selling cloud, analytics, AI, automation and large scale consulting programs
• Experience selling federal projects over 10M/year
• 5 years experience running federal proposals and captures
• Track record growing an account in DHS; Team player with ability to work in a dynamic business environment

Preferred Technical and Professional Expertise

• Cleared (CBP Clearance, DHS Public Trust Clearance, Top Secret Clearance)
• Bachelors or MBA in Information Technology; PMP
• 10+ years working in Homeland Security or similar
• Track record closing $50M + Cloud services opportunities in the federal government

About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
IBM intends this job to be performed entirely outside of Colorado.
Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.