The posting
Within IBM Consulting's Salesforce Public Sector practice, you will have the opportunity to help state and local government organizations modernize critical services and improve outcomes for the communities they serve. As a Regional Sales Director, you will shape strategic client relationships, develop new business, and lead complex consulting opportunities that leverage Salesforce and IBM's broader technology and transformation capabilities. This role offers the opportunity to make a measurable impact on public sector modernization while driving the growth of a strategically important IBM Consulting practice.
As a Business Sales & Delivery Leader within IBM Consulting's Salesforce Public Sector practice, you will lead business development and sales execution across an assigned multistate territory, serving state and local government agencies.
You will be accountable for achieving annual signings targets, developing qualified pipeline, establishing executive relationships, and independently originating and closing complex technology consulting engagements. This role requires a proven sales leader who can translate government modernization priorities into business opportunities and successfully navigate competitive public sector procurement processes.
Key Responsibilities
- Develop and execute a regional sales strategy aligned with IBM Consulting's Salesforce Public Sector growth objectives and assigned signings targets.
- Independently originate, qualify, develop, and close new consulting engagements while expanding business within existing government accounts.
- Establish and maintain relationships with state CIOs, agency executives, technology leaders, procurement officials, and other senior government decision makers.
- Build and maintain a sustainable pipeline of qualified opportunities through consistent prospecting, market development, account planning, and executive engagement.
- Lead complex sales pursuits from opportunity identification through qualification, solution development, proposal submission, negotiation, and contract award.
- Collaborate with IBM account teams, Salesforce representatives, Presales, Delivery, Pricing, Finance, and Legal to develop competitive solutions and effective pursuit strategies.
- Identify opportunities involving enterprise modernization, constituent services, case management, licensing, permitting, grants management, data integration, cloud transformation, and artificial intelligence.
- Develop territory and account plans informed by agency priorities, procurement activity, government funding, competitive intelligence, and strategic growth opportunities.
- Maintain accurate opportunity records, pipeline forecasts, projected signings, procurement milestones, and sales reporting within IBM's designated systems.
- Demonstrate sound judgment in evaluating opportunity viability, competitive differentiation, delivery economics, and likelihood of award.
- Provide timely visibility into regional performance, significant opportunities, executive engagement, competitive risks, and leadership support requirements.
- Partner with delivery leadership to support successful client transitions, executive relationships, customer satisfaction, and account expansion.
Measures of Success
Success in this position is measured through achievement of annual signings targets, qualified pipeline growth, new business generation, executive relationship development, opportunity conversion, forecast accuracy, and sustained expansion of IBM Consulting's presence across the assigned region.
The successful candidate will operate with a high degree of independence, ownership, accountability, and collaboration while consistently demonstrating the ability to convert public sector market opportunities into profitable consulting engagements.
This job can be performed from anywhere in the U.S.
Required Professional Experience
- Demonstrated success in enterprise technology consulting, professional services, systems integration, or enterprise software sales.
- Proven track record of independently originating, developing, and closing complex, multimillion dollar consulting engagements.
- Significant experience selling technology solutions and consulting services to state and local government agencies.
- Demonstrated ability to consistently achieve assigned sales and signings targets.
- Experience developing new client relationships, expanding strategic accounts, and generating qualified pipeline through proactive business development.
- Established ability to engage senior government executives, understand agency priorities, and influence technology investment decisions.
- Experience managing complex sales pursuits, competitive government solicitations, proposal development, negotiations, and contract awards.
- Strong understanding of state and local government procurement processes, contracting vehicles, funding cycles, and decision making structures.
- Demonstrated expertise in opportunity qualification, account planning, pipeline management, sales forecasting, and competitive positioning.
- Experience working collaboratively with solution architects, delivery teams, pricing specialists, finance, legal, and executive leadership to develop commercially viable proposals.
- Strong acumen, including an understanding of consulting delivery economics, pricing strategies, profitability, and contract negotiations.
- Excellent executive communication, presentation, relationship management, and negotiation skills.
- Ability to work independently, manage multiple complex opportunities, and demonstrate accountability for sales performance.
- Willingness and ability to travel throughout the assigned geographic region to support client engagements, business development, and industry events.
Required Technical and Industry Knowledge
- Working knowledge of enterprise cloud platforms, business applications, systems integration, and digital transformation.
- Understanding of how technology modernization addresses public sector business challenges, operational efficiency, and constituent service delivery.
- Ability to position consulting services and enterprise technology solutions around measurable business outcomes and client value.
- Familiarity with Salesforce or comparable enterprise CRM and business application platforms and their role in complex modernization initiatives.
Preferred Professional Experience
- Direct experience selling Salesforce consulting, implementation, modernization, and managed services within state and local government.
- Established executive relationships with government technology leaders, agency executives, and procurement stakeholders in the assigned region.
- Experience developing and closing large enterprise transformation opportunities involving multiple agencies, programs, or government entities.
- Demonstrated success creating new business within territories where established client relationships or active opportunities are limited.
- Experience collaborating with Salesforce account executives, technology partners, and consulting delivery organizations to develop joint sales strategies.
- Experience navigating statewide enterprise agreements, competitive procurements, cooperative purchasing contracts, and public sector funding initiatives.
- Familiarity with structured sales qualification methodologies, competitive pursuit governance, and enterprise account planning.
- Experience positioning consulting services that combine business transformation, cloud platforms, enterprise integration, data modernization, and artificial intelligence.
- Experience developing strategic partnerships and identifying opportunities for account expansion and continued consulting services.
Preferred Technical and Industry Knowledge
- Knowledge of Salesforce Public Sector Solutions, Service Cloud, Experience Cloud, Data Cloud, MuleSoft, and related Salesforce capabilities.
- Understanding of government business processes involving health and human services, child welfare, licensing, permitting, grants management, taxation, unemployment insurance, and constituent services.
- Familiarity with enterprise architecture, legacy application modernization, cloud migration, data integration, and AI enabled business transformation.
- Understanding of public sector security, accessibility, privacy, and regulatory considerations relevant to technology modernization.
- Familiarity with delivery accelerators, reusable solution assets, and approaches that improve implementation efficiency and pricing competitiveness.
