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Introduction

We are seeking a highly motivated Technology Sales Leader to drive IBM’s technology portfolio across the State of Minnesota’s public sector. This leader will be responsible for shaping strategy, building C-level relationships, and orchestrating IBM resources across state agencies, local governments, higher education, and K-12 organizations.

While this is a leadership role, it carries no direct people-management responsibilities. The successful candidate will influence, coach, and align brand sellers and specialists who cover Minnesota through a different reporting structure.

Your role and responsibilities

Key Responsibilities

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Territory Leadership

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Own the go-to-market strategy for Minnesota’s public sector, ensuring alignment with IBM’s national SLED priorities.

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Drive growth across IBM technology domains: Cloud, Data & AI, Automation, Security, Power, and Storage.

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Serve as executive sponsor for Minnesota-based clients, engaging CIOs, CTOs, procurement officers, and legislative stakeholders.

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Sales Execution & Pipeline Discipline

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Deliver annual quota objectives with a balanced mix of SaaS ARR, transactional ACV, and multi-year ELAs.

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Influence disciplined pipeline management, forecast accuracy, and account planning across aligned sellers.

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Ensure coverage aligns with state initiatives (MNIT modernization, cybersecurity resilience, education IT transformation).

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Influence & Collaboration

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Partner closely with brand sellers, technical specialists, and ecosystem partners to build winning strategies.

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Provide thought leadership and coaching to the extended IBM team in Minnesota.

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Align resources from across IBM (services, consulting, labs, and Red Hat) to deliver client outcomes.

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Client & Partner Engagement

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Build and maintain strong executive relationships within MNIT, University of Minnesota, MinnState system, K-12 consortiums, and county/municipal IT leaders.

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Engage with ecosystem partners (systems integrators, consulting firms, Red Hat) to co-develop opportunities.

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Represent IBM at industry events, technology councils, and legislative briefings.

Success Criteria

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Achieve or exceed annual sales targets for the Minnesota territory.

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Expand IBM’s footprint in MNIT-led modernization programs, education technology transformation, and local government digital services.

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Strengthen IBM’s influence in the Minnesota IT ecosystem, even without direct people-management responsibilities.

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Position IBM as a trusted partner to Minnesota’s public sector, measured by client satisfaction, renewals, and growth.

Required technical and professional expertise

Qualifications

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Proven sales leadership experience in enterprise technology, ideally within public sector / SLED.

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Strong understanding of state procurement cycles, IT funding models, and compliance requirements in Minnesota.

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Demonstrated ability to influence, coach, and align matrixed teams without direct reporting lines.

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Track record of achieving or exceeding multi-million-dollar quotas.

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Executive presence with strong ability to communicate IBM’s value across hybrid cloud, AI, automation, and cybersecurity.

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.