The mission of the IBM Systems Storage specialist is to drive sales growth and pipeline into Federal Government Civilian accounts. Successful candidate will be comfortable operating at all levels of Federal Government Agency management to communicate the value of IBM Storage hardware, software defined, and cloud storage solutions. Successful candidate should be comfortable working with customers, technical support specialists, development, and IBM executive leadership to craft solutions that address agency specific mission needs in compliance with the guidelines, regulations, and directions of the US Federal Government and agency IT leadership. 25% – 50% travel should be expected to meet with remotely located customers as well as training and customer conferences. Successful candidate should have a proven track record of prospecting for new opportunities, qualifying, developing and closing tactical opportunities in the Federal Government, as well as working with customers to develop strategic growth opportunities by helping to identify new mission areas and drive IBM solutions where IBM Storage solutions are not currently in use or have small market share. The successful candidate should be able to clearly articulate the value proposition for the entire IBM Storage Solutions portfolio, develop specific, long-lasting relationships with senior technical leaders from the Government, large Federal Integrators and drive from concept to implementation.Critical Skills Required:
Proven experience in storage solution sales (infrastructure / virtualization / cloud / software defined.)
Excellent presentation and communication skills.
Working knowledge of federal contracts, channel / direct / inside sales to the US Federal government.
Working knowledge of software defined storage – network and infrastructure.
Ability to accurately forecast transactions and utilize opportunity management tools to provide reporting to the business (Salesforce)
Candidate must have a documented track record as a top sales performer, with consecutive years overachieving plan.
Candidate should possess a "hunter" mindset and successful track record breaking into new accounts and taking market share.
Be able to demonstrate ability to manage opportunities "cradle to grave", as well as work well in team environments.
Autonomy, as a self-starter with an entrepreneurial spirit, who can effectively manage all resources (internal and external) in order to scale IBM's federal market position.
Ability to anticipate market conditions to identify and influence sales opportunities.
Should be recognized internally and externally as a thought leader.
Working knowledge of IBM's storage hardware & software portfolio, as well as IBM's chief competitors.
The selected candidate will have the opportunity to join a company with over 100 years of market presence and represent one of the oldest and most respected brands in the entire world - IBM. This individual will have the opportunity to work alongside of some of the brightest minds and best leaders in the industry.
IBM offers significant career growth opportunity in every industry and across the world. We seek to hire and retain the best talent in the industry, and to allow our professionals to leverage their talents and abilities in a career path that rewards them and our company.
Candidate will receive compensation including base pay, commissions and bonuses. Benefits include medical & dental plan options, paid time off, 401(k), health incentives, ESPP, corporate discount programs, and much more.
Preferred candidates located in Washington DC metro area.
At least 5 years’ experience in Federal Government sales
At least 5 years’ experience storage solution sales
Sys HW Sales