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IBM Army Futures Command Account Manager in Phoenix, Arizona


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

We are at a most exciting time at IBM! We have emerged as a premier Cognitive Solutions, Cloud Platform Company. We are working with our clients to reinvent the way the enterprise does business and we are creating deep industry relationships and solutions as we continue this endeavor. As such, we are seeking a high energy, creative Solution Architect to help us build strategic relationships and solve our clients most important problems.

Defense and Intelligence is one of our most important practices in our US Federal Industry. This exciting position will be based primarily in the Austin, TX area. We are looking for candidate who are self-starters with long term US Federal Market experience and relationship development skills. We are seeking a relentless entrepreneurial leadership style with a proven track record leading and driving solutions to create new opportunities and increase probability of win on Federal opportunities.

Our Defense and Intelligence Team is seeking an Army Account Manager to lead our Army Materiel Account with over 10 years of delivering business process solutions and be responsible for shaping and participating on top priority pursuits in all phases of the business development life cycle to include opportunity assessment, deal strategy workshops, competitive assessments, competitive technical solutioning, pricing reviews, and post-submission activities. The ideal candidate will be expected to have deep industry skills on all IBM brands and technologies and have several years’ experience of successfully designing & implementing client solutions. Specifically, you will:

  • Analyzing client’s business, goals, strategies, industry trends and directions to develop compelling value propositions for the client that result in a win

  • Building, positioning, and capturing opportunities/procurements

  • Formally engages and leads large multidisciplinary teams in developing complex solutions for specific client opportunities and in developing client deliverables such as a Requests For Information (RFI), Requests For Proposal (RFPs), and Statements Of Work (SOWs) or presentations

  • Developing the financial solution for a deal based on client requirements and the competitive marketplace while ensuring IBM meets its business and financial goals

  • Making decisions on the components that drive the deal strategy, managing possible tradeoffs to win the contract, with overall marketing responsibility for the final winning proposal to the client

  • Be recognized as a domain expert within the business unit responsible for providing unbiased, fact-based leadership and direction in designing bidding strategy recommendations

  • Develop and articulate competitor technical solutions, Price-To-Win, price strategy, risk mitigation, and competitive landscape dialogue with executive and senior leadership and provides sound recommendations for capture and delivery.

  • Support post-sales activities by performing post award analysis to identify lessons learned and trends for future opportunities.

Required Technical and Professional Expertise

  • Generate at least $10M in sales annually as the Army Futures Command Account Manager

  • BS/BA degree (preferred fields of study include Engineering, Business, and/or Finance)

  • At least 10 years delivering logistics and analytics business process solutions

  • Ability to articulate technical approaches to non-technical audiences

  • Demonstrated experience in knowledge of market and competitor behaviors

  • At least 5 years experience in client relationship management, up to and including executive offices

  • At least 5 years experience in demonstrating knowledge of the Federal procurement process

Preferred Technical and Professional Expertise

  • At least 10 years experience in analytical and creative problem solving skills

  • At least 10 years successful professional experience in Defense and Intelligence

  • Demonstrated technical community leadership in capturing, developing and sharing knowledge with team members to raise competencies

  • Understanding of IBM technology, cloud and logistics and analytics services offerings

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.

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.