29 days old

Watson Health - Sr. Sales Leader - Federal Government

Bethesda, MD 20814
  • Job Code

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
The Sales Manager leads a talented team working with Federal healthcare-related agencies such, primarily CMS (Centers for Medicare and Medicaid Services) and HHS (Health & Human Services) and others to gain a thorough understanding of their healthcare business and technology needs and agendas. Leads and coaches Federal sales team to identify and progress opportunities in their assigned accounts to grow our business, and leverages the full spectrum of IBM Watson Healths Government solutions to deliver value to our Federal clients and drive growth for IBM Watson Health. This leader will work with our talented services delivery team to lead this business, delivering signings growth and meeting revenue and profitability objectives.

Lead, motivate, and drive a talented team of experienced Federal government sellers to achieve business targets and grow IBM Watson Healths business.
Lead IBM Watson Healths US Federal sales team,
including setting of quota, assigning account coverage, sales forecasting, and setting strategic direction.
Develop and maintain a pipeline of new business opportunities with government agencies across the assigned territories
Identify key prospects and leads strategy to target them within assigned accounts.
Deliver new business sales to meet or exceed annual quota for prospective new business clients and assigned strategic re-bids.
Lead the overall sales of new business by following an established capture and proposal response process, and when necessary, working collaboratively with assigned capture manager.
Lead Federal bid team, including price to win and capture management. Manage the team to work effectively with strategic business partners
Collaborate across IBM Federal team, GBS, and IBM Watson Health teams
Develop and execute business development plans in conjunction with leadership, business consulting and systems delivery groups that will meet or exceed established quota goals.
Effectively engages in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal.
Maintain regular contact with senior and executive-level decision makers utilizing both on-site sales visits and remote communication for assigned prospects.
Represent the company at industry conferences and meetings.
Effectively forecast business, and accurately represent your business to GHHS leadership

To learn more about what we are doing please check us out:

Medicaid - CMS - federal - Washington DC - government health and human services - Center for Medicaid services -capture

Required Technical and Professional Expertise
  • 8+ years' successful experience in a health care-related sales role with a demonstrated track record of achieving or exceeding business objectives and sales targets.
  • 2+ years of people management experience.
  • 3+ years experience selling solutions to the Federal Government, and a knowledge of Federal procurement practices and opportunities.
  • Experience selling to executive-level decision makers and leadership.
  • Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.
  • Experience selling technology solutions, especially business intelligence solutions, a plus.
  • Excellent business strategy instincts able to function well in a competitive, changing environment.
  • Strong oral and written communications skills are mandatory.
  • Located in the Washington DC area (office is in Bethesda, MD)

Preferred Technical and Professional Expertise
Experience working with Federal value-added re-sellers and/or channel partners, a plus.
10+ years experience selling solutions to the Federal Government, and a knowledge of Federal procurement practices and opportunities.
7+ years of people management experience.

About Business Unit
IBM Watson Health is pioneering a new partnership between humanity and technology with the goal of transforming global health and revolutionizing many aspects of the medical and pharmaceutical industries, as well as government sectors. We aspire to improve lives and give hope by delivering innovation to address the worlds most pressing health challenges through data and artificial intelligence insights.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-11-11 Expires: 2019-12-11

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Watson Health - Sr. Sales Leader - Federal Government

Bethesda, MD 20814

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