IBM Sales Manager (Data/AI)

Job Title: IBM (Data/AI) Sales Manager

Location: Hybrid in Herndon, VA with up to 25% travel to federal government sites, conferences, and events as needed

Clearance Required: None (ability to obtain preferred)

Duration: Full-time, Permanent

Pay Type: W2 employee

Reporting to: IBM Sales Director

Management Duties: None

Compensation: DOE

Overview:

Four Inc. is seeking a motivated and experienced Data/AI Sales Manager to drive growth in our Data and Artificial Intelligence business. In this role, you will develop and execute sales strategies that help federal and commercial enterprises unlock the value of their data through advanced analytics and AI solutions. You will be responsible for building relationships with senior decision-makers, identifying and qualifying new opportunities, managing complex sales cycles, and collaborating closely with IBM and Four Inc. teams to deliver transformative outcomes for clients. This role requires a blend of business acumen, consultative sales expertise, and a passion for helping organizations make smarter, data-driven decisions. This is an opportunity to make a meaningful impact while advancing your career in a mission-focused, collaborative environment.

Essential Functions:

Develop and execute a territory and account strategy to grow IBM Data and AI software sales across federal and commercial markets.

Identify, qualify, and pursue new business opportunities while expanding relationships within existing accounts.

Engage with C-level executives, business leaders, and technical stakeholders to understand client objectives and position IBM's Data and AI portfolio as a strategic solution.

Lead the full sales lifecycle, including prospecting, presentations, RFI/RFP responses, proposal development, and contract negotiations.

Maintain a deep understanding of IBM's Data and AI offerings and how they align to customer needs and industry trends.

Collaborate with IBM sales teams, Four Inc. colleagues, and channel partners to execute joint campaigns and sales initiatives.

Build and maintain a strong pipeline of qualified opportunities and provide accurate forecasts to leadership.

Represent Four Inc. at customer meetings, industry events, and partner engagements to promote our capabilities and expand market presence.

Track client feedback and market intelligence to inform future sales strategies and solution development.

Consistently meet or exceed quarterly and annual sales targets.

Design and execute a comprehensive sales strategy, including territory planning, opportunity identification, marketing alignment, and account management.

Actively participate in sales activities to generate new IBM software opportunities through networking, prospecting, and leveraging industry relationships.

Lead by example, modeling strong sales practices for your team while acting as a player/coach.

Collaborate with technical teams to align solutions with customer needs, budgets, and timelines.

Implement and leverage sales processes and tools to ensure accurate and timely forecasting.

Build strong relationships with strategic partners to extend market reach and enhance solution offerings, leveraging technical training to align to overall revenue goals.

Monitor market trends, competitive activity, and industry developments to inform strategy and positioning.

Represent the company at key industry events, conferences, and networking functions.

Stay informed on federal acquisition trends, budgets, and compliance considerations.

Other duties as assigned

Qualifications:

Bachelor's degree in Business, Communication, or a related field required

5+ years of experience in federal business development, software sales, or partner/channel sales

Proven success in technology or solution sales, with experience in data analytics, AI, or enterprise software strongly preferred

Familiarity with IBM software solutions (AI, data) strongly preferred

Demonstrated success in driving new business, exceeding sales targets, and building long-term partner relationships in the public sector sales space

Strong leadership and team development skills with a track record of building high-performing sales teams

Deep knowledge of federal procurement methods (e.g., GWACs, BPAs, SEWP, GSA Schedules)

Knowledge of federal compliance requirements (e.g., FedRAMP, FISMA, CMMC)

Knowledge of the technology sales lifecycle and a track record of driving client outcomes

Strong written and verbal communication skills, including excellent presentation skills and persuasive abilities

Excellent interpersonal and relationship management abilities

A proactive, self-motivated mindset with a strong desire to continuously learn and grow

Demonstrated business acumen and the ability to align solutions to client missions

Entrepreneurial spirit and a commitment to excellence of experience in a solution sales, sales engineering, or technical consulting role

A passion for customer experience and public sector innovation, and for solving problems through technology

Strong time management and ability to prioritize competing demands

Ability to work independently and take initiative

Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM tools (e.g. Sugar, Salesforce, Hubspot) and sales forecasting tools.

Comfortable with digital collaboration tools (e.g., Teams, SharePoint, Zoom)

Willing to travel to meet with clients, partners, and attend industry events as needed.

Ability to gain clearance preferred

Physical Requirements:

The work is generally sedentary and performed in an office or remote setting; however, some travel to government or partner sites may be required. The position may require:

Visual acuity to view computer screens, read technical documents, and perform data analysis

Ability to sit or stand for extended periods

Manual dexterity sufficient to operate a keyboard, mouse, and other office equipment

Occasional lifting or carrying of equipment, boxes, or documents (typically under 25 lbs)

Ability to hear and speak clearly in virtual and in-person meetings

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.

About the Company:

Four Inc. is a Platinum IBM Business Partner with a long history of delivering exceptional results in the federal marketplace. We specialize in providing IBM software solutions to U.S. government agencies, helping them modernize, secure, and optimize their mission-critical operations. With a proven track record of success and a strong, collaborative culture, we are expanding our team to continue driving innovation and digital transformation in the public sector.

Four Inc. is a federal contractor and an Equal Opportunity Employer, including disabled persons and veterans. We are committed to providing equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other protected characteristic under applicable law. We actively seek to recruit, hire, and promote qualified veterans and individuals with disabilities.

If you are a qualified individual with a disability or a disabled veteran and require a reasonable accommodation to apply for a position, please contact us at .

This job opening will be listed with the appropriate state workforce agency as required under the Vietnam Era Veterans' Readjustment Assistance Act (VEVRAA).