Introduction 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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk. A natural at inspiring and motivating others, you'll support your digital sales squad and wider sales /marketing network through the end-to-end sales process. Fusing best-in-class traditional and contemporary digital selling techniques (website lead nurturing, social selling, inbound follow-up, outbound outreach etc.,) you'll facilitate the successful landing of opportunities. From MQL identification to SQL qualification - through to pitch preparation and attendance; deal closure; product deployment, and user adoption growth. Additionally, developing and executing account and opportunity plans leading to the generation of both new business (new logo, cross-sell, upsell, consulting & training) and renewal business through software product license/subscriptions and service offerings. Your Role and Responsibilities Your primary responsibilities will include: + Subscription Renewals for the Federal Subsegment: Driving end-to-end Red Hat Subscription Renewals with clients and partners for all Red Hat products for North America - Federal Subsegment accounts. Collaborating with Red Hat teams to ensure alignment with client engagement and negotiations. Supporting territory strategy and planning and actively contribute to the account planning process. + Sales Play and Value Proposition Communication: Understand critical sales plays and value propositions of Red Hat and support your teams in clearly communicating these to clients through various digital tools and techniques (Web, social, email, messaging apps, CRM outreach, etc.). In-depth understanding of the business value clients receives from using software, subscription, and support and the ability to clearly articulate this, have proficiency in objection handling and negotiation techniques during the sales process. + Results-Oriented Culture Establishment: Establish a culture focused on results, anticipating and identifying inhibitors and best practices to accelerate business outcomes and enhance performance across the spectrum of Digital Sales. + Operational Excellence and Performance Management: Manage key performance indicators and sales targets, process simplification, and resource optimization to improve productivity, progression, conversion, and yield. Understand existing clients' consumption, health of business, and buying cycles to accurately predict the potential and timings of deal closures. + Red Hat Business Partnership: Builds and maintains relationships with key RH business partners in the Federal Subsegment and engages them with squad members as part of federal renewals management. Drives collaboration within the squad as well as with all Routes to Market (marketing, partners) as part of territory management. + Sales Cadences and Business Reviews: Conduct weekly/biweekly sales cadences and quarterly business reviews, with a focus on core metrics, including validated close rates, up-sell/cross-sell results, validated lead revenue, and win revenue, along with sharing insightful lessons learned. + Inspirational Sales Management: You will be an inspirational role model, creating a culture of sales and social selling excellence that delivers client and sponsor value. **NOTE: This role requires the ability to be in the Coppell, TX - IBM office a minimum of three days each week (Tues-Thur). Required Technical and Professional Expertise + 10+ years of related experience. + Leadership Experience: A career history of building, leading, and inspiring teams with a growth mindset, consistently over-achieving sales quotas. + Proven Technical Acumen: Demonstrable technical acumen, with the ability to align clients' business needs with technology solutions and convey the business value in a way that is both easy to comprehend and compelling for investment. + Strong People and Communication Skills: Possess palpable people, communication, and collaboration skills, with a proven record of networking, co-creating solutions, and influencing throughout the successful closure and post-closure of complex technology sales cycles (including deals of $100k+). + Agile Techniques and Modern Sales Methods: Experience in utilizing agile techniques alongside contemporary technology sales methodologies (e.g., consultative or challenger selling) to deliver results swiftly and nimbly, ultimately guiding customers toward our products rather than leading with them. + Excellent forecasting, prospecting, qualifying, closing skills and ability to build strong partner relationships. + Experience with tools like Outreach, SalesLoft, Salesforce.com, LinkedIn Navigator + English Language Native Level Proficiency Preferred Technical and Professional Expertise + Experience selling into large Enterprise clients + Deep knowledge on Red Hat & IBM's Data, AI & Automation solutions + Experience selling both Cloud and SaaS based solutions + Experience selling Enterprise License Agreements + Experience managing renewals business + Experience working within the federal markets About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces. Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better. Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background. Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do. Are you ready to be an IBMer? About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world. Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world. Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being. - Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs. - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law. - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals. - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences. The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law. US Citizenship required. Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.