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IBM Distribution Market Client Technical Leader (CTL) - West and Northeast in Washington, District Of Columbia


At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities

The Client Technical Sales Leader is a technical leadership role focused on IBM's largest clients. Client Technical Sales Leaders create and maintain proven, trusted client relationships at all levels within the client's organization to assist customers in the understanding, design, and deployment of innovative solution designs, address complex architectural requirements, and selects appropriate techniques to implement successful multi-brand business solutions, thereby increasing customer business value and expanding IBM's business.

As a strategic thinker and business influencer, the Client Technical Sales Leader builds and evolves roadmaps and technical plans to enable the strategic goals of their clients. In addition, the Client Technical Sales Leader leads the collaborative process with both the client leadership and IBM's sales leadership to achieve mutual strategic and tactical goals.

The Client Technical Sales Leader should be able to:

  • Articulate, architect, and develop solutions focused on key initiatives such as Cloud, Analytics/Cognitive, BlockChain, IoT, API Economy, and Security. Additionally, knowledge of Industry platforms and solutions are paramount to the success of the role.

The Client Technical Sales Leader leverages IBM’s brands, divisions, and partner eco-system expertise to identify solution components, design compelling solution architectures, and articulate these artifacts with the client(s). The Client Technical Sales Leader will become a trusted advisor, an industry and technology thought leader, and a participant in strategic discussions with the client(s) in order to advise them on direction, approach and solutions in which IBM could partner.

Key Attributes

  • Proven ability to articulate and deliver compelling, industry focused, technical solutions and value in the Distribution Industry – Consumer and Travel & Transportation.

  • Successful track record and experience leading technical projects from design through implementation.

  • In-depth, technical business development, sales and/or consultant experience.

  • Demonstrated collaboration and negotiation skills.

  • Successful track record in effectively working and leveraging resources cross-functionally in an organization to implement an initiative.

  • Demonstrated interpersonal and communication (oral and written) skills at all levels of an organization.

  • Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do.

  • This position requires some travel (25%- 50%). The candidate needs to have flexibility to be able to work at the client site or in local IBM offices.


Required Technical and Professional Expertise

  • Advanced knowledge in Enterprise Technical Sales

  • At least 5 years’ experience in Developing solution requirements and architectural decisions

  • At least 5 years’ experience in designing, architecting, and implementing solutions in the Consumer industry

  • Advanced knowledge in Leading architectural direction and cross-brand selling

  • Advanced knowledge in Building and maintaining business relationships with IBM peers and customers

Preferred Technical and Professional Expertise

  • Bachelor's Degree in Information Technology

  • At least 5 years’ experience in Enterprise Technical Sales

  • At least 5 years’ experience in Developing solution requirements and architectural decisions

  • At least 5 years’ experience in Leading architectural direction and cross-brand selling

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

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.

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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.