Technology Sales Leader, State of Missouri
IBM Computing, Jefferson City, Missouri, United States, 65109
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.
We are seeking a highly motivated Technology Sales Leader to drive IBM’s technology portfolio across the State of Missouri’s public sector. This leader will play a critical role in shaping IBM’s engagement with state agencies, local governments, higher education, and K‑12 organizations—positioning IBM as a trusted innovation partner for modernization, cybersecurity, and AI adoption.
While this is a leadership position, it carries no direct people‑management responsibilities. The successful candidate will influence and coordinate IBM’s brand sellers and technical specialists who cover Missouri through different reporting structures.
Your role and responsibilities Key Responsibilities Territory Leadership
Define and execute the go‑to‑market strategy for Missouri’s public sector, aligned with IBM’s national SLED objectives.
Drive sales growth across IBM’s technology portfolio: Hybrid Cloud, Data & AI, Automation, Security, Power, and Storage.
Serve as an executive liaison for Missouri‑based clients, engaging CIOs, agency directors, legislative technology committees, and procurement leaders.
Sales Execution & Pipeline Discipline
Achieve annual revenue and quota objectives through direct engagement, strategic deal shaping, and orchestration of IBM resources.
Influence disciplined pipeline hygiene, forecasting, and strategic account planning across aligned sellers.
Ensure focus on state modernization initiatives, including Missouri IT Services Division (ITSD) digital transformation, cybersecurity upgrades, and education infrastructure renewal.
Influence & Collaboration
Lead by influence—aligning brand sellers, technical specialists, and ecosystem partners toward common client outcomes.
Collaborate across IBM units (Consulting, Red Hat, Infrastructure, and Software) to present integrated solutions. Serve as a strategic coach and resource to sellers navigating the Missouri procurement process.
Client & Partner Engagement
Build executive‑level relationships across ITSD, Department of Social Services, Department of Health and Senior Services, Department of Education, University of Missouri System, and county/municipal IT leaders.
Engage with ecosystem partners (system integrators, consulting firms, and Red Hat) to drive joint go‑to‑market activities.
Represent IBM at state technology councils, education summits, and legislative briefings.
Required technical and professional expertise
Proven sales leadership experience in enterprise technology, preferably within SLED or regulated industries.
Strong understanding of Missouri’s procurement processes, budgeting cycles, and IT governance structure.
Demonstrated ability to influence cross‑functional teams without direct management responsibility.
Consistent track record of achieving or exceeding multimillion‑dollar sales goals.
Exceptional executive presence and communication skills to articulate IBM’s value across hybrid cloud, AI, and cybersecurity domains.
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 and Skills
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.
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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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We are seeking a highly motivated Technology Sales Leader to drive IBM’s technology portfolio across the State of Missouri’s public sector. This leader will play a critical role in shaping IBM’s engagement with state agencies, local governments, higher education, and K‑12 organizations—positioning IBM as a trusted innovation partner for modernization, cybersecurity, and AI adoption.
While this is a leadership position, it carries no direct people‑management responsibilities. The successful candidate will influence and coordinate IBM’s brand sellers and technical specialists who cover Missouri through different reporting structures.
Your role and responsibilities Key Responsibilities Territory Leadership
Define and execute the go‑to‑market strategy for Missouri’s public sector, aligned with IBM’s national SLED objectives.
Drive sales growth across IBM’s technology portfolio: Hybrid Cloud, Data & AI, Automation, Security, Power, and Storage.
Serve as an executive liaison for Missouri‑based clients, engaging CIOs, agency directors, legislative technology committees, and procurement leaders.
Sales Execution & Pipeline Discipline
Achieve annual revenue and quota objectives through direct engagement, strategic deal shaping, and orchestration of IBM resources.
Influence disciplined pipeline hygiene, forecasting, and strategic account planning across aligned sellers.
Ensure focus on state modernization initiatives, including Missouri IT Services Division (ITSD) digital transformation, cybersecurity upgrades, and education infrastructure renewal.
Influence & Collaboration
Lead by influence—aligning brand sellers, technical specialists, and ecosystem partners toward common client outcomes.
Collaborate across IBM units (Consulting, Red Hat, Infrastructure, and Software) to present integrated solutions. Serve as a strategic coach and resource to sellers navigating the Missouri procurement process.
Client & Partner Engagement
Build executive‑level relationships across ITSD, Department of Social Services, Department of Health and Senior Services, Department of Education, University of Missouri System, and county/municipal IT leaders.
Engage with ecosystem partners (system integrators, consulting firms, and Red Hat) to drive joint go‑to‑market activities.
Represent IBM at state technology councils, education summits, and legislative briefings.
Required technical and professional expertise
Proven sales leadership experience in enterprise technology, preferably within SLED or regulated industries.
Strong understanding of Missouri’s procurement processes, budgeting cycles, and IT governance structure.
Demonstrated ability to influence cross‑functional teams without direct management responsibility.
Consistent track record of achieving or exceeding multimillion‑dollar sales goals.
Exceptional executive presence and communication skills to articulate IBM’s value across hybrid cloud, AI, and cybersecurity domains.
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 and Skills
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.
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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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