IBM Civilian Inside Sales Representative

Job Title: IBM Civilian Inside Sales Representative

Location: Hybrid (Herndon, VA)
Clearance Required: None
Duration: Full-time, Permanent
Pay Type: W2 employee
Reporting to: IBM Senior Sales Manager
Management Duties: None
Compensation: DOE

Overview:

Four Inc. is seeking a proactive and results-oriented Civilian Inside Sales Representative to support and accelerate the growth of our IBM software portfolio across federal civilian agencies. The primary duties include identifying, qualifying, and developing new enterprise software opportunities. In this role, you will generate pipeline through outreach, relationship development, and effective use of prospecting tools. You’ll work closely with agency stakeholders, partners, and vendors to understand mission needs and align them to IBM’s technology solutions.

Essential Functions:

• Use business and technical acumen to understand federal agency missions, requirements, and environments
• Create and drive sales activities to support experienced and technical outside sellers and overall team goals
• Create pipeline for your territory using outbound demand generation and prospecting tools
• Generate new business opportunities through proactive outreach and relationship building, including by cold/warm-calling and networking
• Qualify leads by understanding mission requirements, budget, urgency, and technical fit
• Cultivate and maintain both existing and new customer relationships to drive new enterprise software requirements
• Foster trust and credibility with clients by aligning solutions with their unique objectives and challenges, collaborating with vendors and OEM partners to position IBM solutions effectively
• Respond to RFQs, RFIs, and support proposal efforts in coordination with internal teams
• Maintain accurate and up-to-date records in the CRM system
• Track and report on key metrics including activity volume, pipeline creation, scheduled meetings, and conversions
• Continuously develop market knowledge and stay informed on federal IT trends, budgets, and compliance considerations
• Represent Four Inc. in a professional, mission-focused manner during calls, emails, and meetings
• Other duties as assigned

Qualifications:

• Bachelor's degree in Business, Marketing, Communication, or a related field
• 3+ years of experience in federal sales
• Strong track record of outbound prospecting and pipeline generation
• Prior experience selling or supporting IBM or enterprise software products preferred
• Knowledge of federal procurement methods (e.g., GWACs, BPAs, SEWP, GSA Schedules)
• Knowledge of federal compliance requirements (e.g., FedRAMP, FISMA, CMMC)
• Strong time management and ability to prioritize competing demands
• Ability to work independently and take initiative
• Strong written and verbal communication skills, including excellent presentation skills and persuasive abilities
• Excellent interpersonal and relationship management abilities
• A proactive, self-motivated mindset with a strong desire to continuously learn and grow
• A passion for customer experience and public sector innovation, and for solving problems through technology
• Knowledge of the technology sales lifecycle and a track record of driving client outcomes
• Demonstrated ability to understand customer needs and align technology solutions accordingly
• Familiarity with major federal civilian agencies and their missions
• Knowledge of tools such as ZoomInfo, LinkedIn Sales Navigator, GovWin, or similar
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM tools (e.g. Sugar, Salesforce, HubSpot)
• Comfortable with digital collaboration tools (e.g., Teams, SharePoint, Zoom)
• Ability to gain clearance preferred

Physical Requirements:

The work is generally sedentary and performed in an office or remote setting; however, some travel to government or partner sites may be required. The position may require:

• Visual acuity to view computer screens, read technical documents, and perform data analysis
• Ability to sit or stand for extended periods
• Manual dexterity sufficient to operate a keyboard, mouse, and other office equipment
• Occasional lifting or carrying of equipment, boxes, or documents (typically under 25 lbs)
• Ability to hear and speak clearly in virtual and in-person meetings

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.

About the Company:

Four Inc. is a Platinum IBM Business Partner with a long history of delivering exceptional results in the federal marketplace. We specialize in providing IBM software solutions to U.S. government agencies, helping them modernize, secure, and optimize their mission-critical operations. With a proven track record of success and a strong, collaborative culture, we are expanding our team to continue driving innovation and digital transformation in the public sector.

Four Inc. is a federal contractor and an Equal Opportunity Employer, including disabled persons and veterans. We are committed to providing equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other protected characteristic under applicable law. We actively seek to recruit, hire, and promote qualified veterans and individuals with disabilities.

If you are a qualified individual with a disability or a disabled veteran and require a reasonable accommodation to apply for a position, please contact us at [email protected]. This job opening will be listed with the appropriate state workforce agency as required under the Vietnam Era Veterans’ Readjustment Assistance Act (VEVRAA).

Click here to apply!