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Introduction

We are seeking a highly motivated Technology Sales Leader to drive IBM’s technology portfolio across the State of Missouri’s public sector. This leader will play a critical role in shaping IBM’s engagement with state agencies, local governments, higher education, and K-12 organizations—positioning IBM as a trusted innovation partner for modernization, cybersecurity, and AI adoption.

While this is a leadership position, it carries no direct people-management responsibilities. The successful candidate will influence and coordinate IBM’s brand sellers and technical specialists who cover Missouri through different reporting structures.

Your role and responsibilities

Key Responsibilities

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Territory Leadership

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Define and execute the go-to-market strategy for Missouri’s public sector, aligned with IBM’s national SLED objectives.

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Drive sales growth across IBM’s technology portfolio: Hybrid Cloud, Data & AI, Automation, Security, Power, and Storage.

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Serve as an executive liaison for Missouri-based clients, engaging CIOs, agency directors, legislative technology committees, and procurement leaders.

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Sales Execution & Pipeline Discipline

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Achieve annual revenue and quota objectives through direct engagement, strategic deal shaping, and orchestration of IBM resources.

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Influence disciplined pipeline hygiene, forecasting, and strategic account planning across aligned sellers.

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Ensure focus on state modernization initiatives, including Missouri IT Services Division (ITSD) digital transformation, cybersecurity upgrades, and education infrastructure renewal.

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Influence & Collaboration

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Lead by influence—aligning brand sellers, technical specialists, and ecosystem partners toward common client outcomes.

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Collaborate across IBM units (Consulting, Red Hat, Infrastructure, and Software) to present integrated solutions.

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Serve as a strategic coach and resource to sellers navigating the Missouri procurement process.

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Client & Partner Engagement

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Build executive-level relationships across ITSD, Department of Social Services, Department of Health and Senior Services, Department of Education, University of Missouri System, and county/municipal IT leaders.

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Engage with ecosystem partners (system integrators, consulting firms, and Red Hat) to drive joint go-to-market activities.

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Represent IBM at state technology councils, education summits, and legislative briefings.

Required technical and professional expertise

Qualifications

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Proven sales leadership experience in enterprise technology, preferably within SLED or regulated industries.

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Strong understanding of Missouri’s procurement processes, budgeting cycles, and IT governance structure.

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Demonstrated ability to influence cross-functional teams without direct management responsibility.

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Consistent track record of achieving or exceeding multimillion-dollar sales goals.

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Exceptional executive presence and communication skills to articulate IBM’s value across hybrid cloud, AI, and cybersecurity domains.

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, 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.