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 Senior Sales Specialist has responsibility for developing, implementing and executing business strategies within the Federal Government including SSC Partners, OGD and Crown Corporations. This position plays a pivotal role on a winning team whose mission is to be essential through Client intimacy, engagement and consultancy.

The Senior Sales Specialist position requires a strong understanding and command of navigating within the Federal Government ecosystem including an extensive, established network of senior relationships and proven track record of consultative, financial and solution selling to identify, qualify and advance opportunities. Conditions for success include the ability to coordinate, lead and structure large complex technology support solutions and services with multiple stakeholders across IBM, OEMs and Clients that deliver outcomes aligned to their business agenda and priorities.

This leadership position affords a high degree of autonomy, ability to innovate and collaborate with countless resources and is ideal for an individual that has high internal drive, passion and client centric mindset who thrives in a dynamic working environment.

Key Responsibilities:

  • Strategic business development for territory account planning and opportunity identification.
  • Develop and expand OEM relationships to establish joint client engagement strategies.
  • Ambidextrous and agile in territory CRM including pipeline development and progression against sales targets.


Required Technical and Professional Expertise
Experience selling to the Federal Government of Canada/Public Service vertical.

A strong foundation in territory management is essential including the ability to create territory plans, develop, track, report and close pipeline opportunities.

Demonstrate proficiency in Sales eminence and execution exemplified by:
-Account & Territory plan creation, strategy and execution
-Interlock and collaboration with IBM Client Execs, other IBM business units, Alliance Partners, Digital Sales, TSS
-High productivity; accurate, timely, and thorough pipeline management, hygiene and progression
-Build trusted Client relationships
-Track record of success of meeting Sales Targets
-Knowledge of industry trends, Clients’ business, TSS services and capabilities
-Accountability, autonomy and business leadership in addressing challenges and navigating through internal processes
-Minimum 7 years of successful sales experience

Preferred Technical and Professional Expertise
TSS Client Advocates, Digital Sales, Alliance Partners, Service Line Sales , Client Executives and TSS Delivery.

About Business Unit
At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network.  It’s this unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, “What else is possible?” GTS is the place for you!

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.

Share on LinkedInShare on FacebookTweet about this on Twitter