IBM Sales Manager Data/AI)

Four Inc. is seeking a motivated and experienced Data/AI Sales Manager to drive growth in our Data and Artificial Intelligence business. In this role, you will develop and execute sales strategies that help federal and commercial enterprises unlock the value of their data through advanced analytics and AI solutions. You will be responsible for building relationships with senior decision-makers, identifying and qualifying new opportunities, managing complex sales cycles, and collaborating closely with IBM and Four Inc. teams to deliver transformative outcomes for clients. This role requires a blend of business acumen, consultative sales expertise, and a passion for helping organizations make smarter, data-driven decisions. This is an opportunity to make a meaningful impact while advancing your career in a mission-focused, collaborative environment.

Essential Functions:

• Develop and execute a territory and account strategy to grow IBM Data and AI software sales across federal and commercial markets.
• Identify, qualify, and pursue new business opportunities while expanding relationships within existing accounts.
• Engage with C-level executives, business leaders, and technical stakeholders to understand client objectives and position IBM’s Data and AI portfolio as a strategic solution.
• Lead the full sales lifecycle, including prospecting, presentations, RFI/RFP responses, proposal development, and contract negotiations.
• Maintain a deep understanding of IBM’s Data and AI offerings and how they align to customer needs and industry trends.
• Collaborate with IBM sales teams, Four Inc. colleagues, and channel partners to execute joint campaigns and sales initiatives.
• Build and maintain a strong pipeline of qualified opportunities and provide accurate forecasts to leadership.
• Represent Four Inc. at customer meetings, industry events, and partner engagements to promote our capabilities and expand market presence.
• Track client feedback and market intelligence to inform future sales strategies and solution development.
• Consistently meet or exceed quarterly and annual sales targets.
• Design and execute a comprehensive sales strategy, including territory planning, opportunity identification, marketing alignment, and account management.
• Actively participate in sales activities to generate new IBM software opportunities through networking, prospecting, and leveraging industry relationships.
• Lead by example, modeling strong sales practices for your team while acting as a player/coach.
• Collaborate with technical teams to align solutions with customer needs, budgets, and timelines.
• Implement and leverage sales processes and tools to ensure accurate and timely forecasting.
• Build strong relationships with strategic partners to extend market reach and enhance solution offerings, leveraging technical training to align to overall revenue goals.
• Monitor market trends, competitive activity, and industry developments to inform strategy and positioning.
• Represent the company at key industry events, conferences, and networking functions.
• Stay informed on federal acquisition trends, budgets, and compliance considerations.
• Other duties as assigned

Qualifications:

• Bachelor's degree in Business, Communication, or a related field required
• 5+ years of experience in federal business development, software sales, or partner/channel sales
• Proven success in technology or solution sales, with experience in data analytics, AI, or enterprise software strongly preferred
• Familiarity with IBM software solutions (AI, data) strongly preferred
• Demonstrated success in driving new business, exceeding sales targets, and building long-term partner relationships in the public sector sales space
• Strong leadership and team development skills with a track record of building high-performing sales teams
• Deep knowledge of federal procurement methods (e.g., GWACs, BPAs, SEWP, GSA Schedules)
• Knowledge of federal compliance requirements (e.g., FedRAMP, FISMA, CMMC)
• Knowledge of the technology sales lifecycle and a track record of driving client outcomes
• 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
• Demonstrated business acumen and the ability to align solutions to client missions
• Entrepreneurial spirit and a commitment to excellence of experience in a solution sales, sales engineering, or technical consulting role
• A passion for customer experience and public sector innovation, and for solving problems through technology
• Strong time management and ability to prioritize competing demands
• Ability to work independently and take initiative
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM tools (e.g. Sugar, Salesforce, Hubspot) and sales forecasting tools.
• Comfortable with digital collaboration tools (e.g., Teams, SharePoint, Zoom)
• Willing to travel to meet with clients, partners, and attend industry events as needed.
• Ability to gain clearance preferred

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