IBM Civilian Inside Sales Representative

Job Title: IBM Civilian Inside Sales Representative

Location: Hybrid (Herndon, VA)

Clearance Required: None

Duration: Full-time, Permanent

Pay Type: W2 employee

Reporting to: IBM Senior Sales Manager

Management Duties: None

Compensation: DOE

Overview:

Four Inc. is seeking a proactive and results-oriented Civilian Inside Sales Representative to support and accelerate the growth of our IBM software portfolio across federal civilian agencies. The primary duties include identifying, qualifying, and developing new enterprise software opportunities. In this role, you will generate pipeline through outreach, relationship development, and effective use of prospecting tools. You’ll work closely with agency stakeholders, partners, and vendors to understand mission needs and align them to IBM’s technology solutions.

Essential Functions:

Use business and technical acumen to understand federal agency missions, requirements, and environments

Create and drive sales activities to support experienced and technical outside sellers and overall team goals

Create pipeline for your territory using outbound demand generation and prospecting tools

Generate new business opportunities through proactive outreach and relationship building, including by cold/warm-calling and networking

Qualify leads by understanding mission requirements, budget, urgency, and technical fit

Cultivate and maintain both existing and new customer relationships to drive new enterprise software requirements

Foster trust and credibility with clients by aligning solutions with their unique objectives and challenges, collaborating with vendors and OEM partners to position IBM solutions effectively

Respond to RFQs, RFIs, and support proposal efforts in coordination with internal teams

Maintain accurate and up-to-date records in the CRM system

Track and report on key metrics including activity volume, pipeline creation, scheduled meetings, and conversions

Continuously develop market knowledge and stay informed on federal IT trends, budgets, and compliance considerations

Represent Four Inc. in a professional, mission-focused manner during calls, emails, and meetings

Other duties as assigned

Qualifications:

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

3+ years of experience in federal sales

Strong track record of outbound prospecting and pipeline generation

Prior experience selling or supporting IBM or enterprise software products preferred

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

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

Strong time management and ability to prioritize competing demands

Ability to work independently and take initiative

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

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

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

Demonstrated ability to understand customer needs and align technology solutions accordingly

Familiarity with major federal civilian agencies and their missions

Knowledge of tools such as ZoomInfo, LinkedIn Sales Navigator, GovWin, or similar

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

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

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).