Job Description

State and Local Software Sales Executive – IBM
Sales - Enterprise - Herndon, Virginia (Hybrid)

Are you a seasoned sales professional with a passion for driving IBM business growth in the U.S. state and local government sector by building relationships with key decision-makers and navigating complex procurement processes?

As a public sector solution provider, this organization empowers its clients with the tools to meet today’s challenges and future-proof for the challenges of tomorrow. The company is an IBM Platinum Business Partner, specializing in delivering transformative technology solutions to public sector organizations. The team combines deep expertise in IBM’s software portfolio with an understanding of state and local government, enabling tailored solutions that drive innovation and operational excellence.

Job Responsibilities:

We are seeking a results-driven SLED Software Sales Executive to lead sales initiatives, meet and exceed sales targets, and expand our footprint in the public sector market while driving net-new growth in the SLG space. In this role, you'll play a pivotal role in driving IBM business forward in the U.S. State & Local government market. You'll have the opportunity to engage with key agency stakeholders, understand their needs, and develop tailored solutions to address their challenges by leveraging IBM’s industry-leading software solutions—such as AI, cloud, data analytics, sustainability, and automation. You will be instrumental in identifying opportunities, building relationships and pipeline, and delivering high-impact solutions that align with SLED priorities. Responsibilities include:

• Develop and implement a strategic sales plan targeting state and local government agencies within your assigned territory to execute and exceed sales goals.

• Drive net-new sales of IBM’s software solutions, including Watson AI, Cloud Pak, Sustainability, Red Hat, data analytics, and automation tools, through consultative selling and solution-driven approaches.

• Qualify and progress leads and opportunities through the sales cycle to closure while accurately tracking and reporting all opportunities, pipeline, and bookings to Sales Leadership.

• Build and maintain strong relationships with government leaders, CIOs, IT managers, and other decision-makers. Preference given to sellers that already have an established book of business in the SLG space.

• Act as a trusted advisor by understanding client challenges, regulatory compliance requirements, purchasing vehicles, and funding sources.

• Present custom-tailored solutions that leverage IBM’s software products to meet clients’ needs in areas such as public safety, citizen engagement, infrastructure, lifecycle asset management, and digital transformation.

• Partner with IBM sales and technical teams, as well as other ecosystem partners, to deliver comprehensive solutions.

• Work closely with internal marketing, pre-sales, and delivery teams to ensure seamless execution and client satisfaction.

• Understand SLG procurement cycles and funding mechanisms to proactively position solutions. Stay informed about industry-specific state and local government regulations and compliance requirements that may impact sales activities, ensuring that all engagements are compliant.

• Proactively identify and respond to RFPs and other government procurement opportunities, ideally driving the sale before RFP publication.

• Manage and report sales activity through CRM tools, maintaining accurate forecasts and meeting revenue targets.

Required Skills/Qualifications:

• Minimum 5 years of software sales experience, with at least 3 years of focus on state and local government end users. The ideal candidate would have experience covering SLED in any of the following states: VA, MD, NJ, IL, FL, or WA.

• Proven track record of success in achieving or exceeding sales targets in a solution-selling environment.

• Experience with target account selling, solution selling, and consultative sales techniques.

• Familiarity with IBM’s software portfolio (or comparable platforms), including AI, cloud, and data solutions.

• Deep understanding of public sector procurement cycles and funding sources.

• Strong communication, presentation, and negotiation skills.

Preferred:

• Experience working at IBM and/or for an IBM Business Partner or reseller organization in a SLED Account Management/Executive capacity.

• Knowledge of government priorities, such as digital transformation, cybersecurity, and operational efficiency.

• Bachelor’s degree in business, technology, or a related field.

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