Description

Introduction

An Account Technical Leader at IBM is a career where you are a trusted advisor with deep technical expertise, working with clients—directly or through our seller partners—to craft best-of-breed solutions to their most complex technology challenges. With a consultative approach, you uncover clients' most pressing technological pain points and lead them to solutions mapped to IBM's people, products, and services. Being a natural leader, strategic systems thinker, and business influencer, you orchestrate resources within IBM and /or our Partners to bring those solutions to life.

Excellent onboarding and an industry-leading learning culture will prepare you for a positive impact and success, while ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. As part of a team, you are surrounded by bright minds and keen co-creators always willing to help and be helped as you apply passion to work that compels our clients to invest in IBM's products and services. The Account Technical Leader (ATL) is the technical leader for the significant account(s) that oversee IBM's hybrid cloud, artificial intelligence, data, and transactional processing agendas at the client.

Your role and responsibilities

The Account Technical Leader (ATL) is a Pre-Sales / Solution Architect Technical Leadership role dedicated to IBM's most strategic clients. Account Technical Leaders create and maintain proven, trusted technical advisor relationships at all levels within the client's organization to assist customers in understanding, designing, and deploying innovative solutions that address complex business problems. This ATL role will focus on the Federal Civilian market.

As a strategic and systems thinker and business influencer, the ATL will thoroughly interpret business requirements and translate those into technology architecture decisions. ATLs employ contemporary approaches, such as Agile Methodology and Design Thinking, to conduct rigorous solution design and ensure our proposed solutions integrate seamlessly into the client's IT environment. The ATL will also optimize the IBM portfolio to drive multi-brand business solutions during the solution design process. ATLs drive the client's innovation agenda by leveraging IBM Research and engaging in PoCs and first-of-a-kind projects. They will possess an entrepreneurial mindset to lead IBM Client Engineering teams to co-create solutions with their clients. Collaboration with and leadership of IBM brands is integral to the ATL's role. Ability to build and maintain robust and trust-based business relationships with peers and customers at multiple levels.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• Experience developing solution requirements and winning vital architectural decisions for clients

• Technical Sales experience in one or more Federal sector areas with a strong understanding of their disciplines, cultures, and services

• Experience designing, architecting, and implementing solutions, as well as leading architectural direction and cross-brand selling

• Proven Effective leading sales teams

• Deep understanding of IBM products, especially Data & AI and Automation

Preferred technical and professional experience

• Experience in designing end-to-end Enterprise architectural solutions with IBM strategic software and hardware solutions (Hybrid Cloud, Containers, and Red Hat OpenShift)

• Demonstrable experience in developing, managing, and maintaining significant and high-level customer relationships

• Project Management experience and/or certification

• Experience selling to Customs and Border Protection (CBP)

• Federal Security Clearance

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

Job Title

Account Technical Leader Federal (DC Metro)

Date posted

15-May-2026

Job ID

115147

City / Township / Village

Annapolis Junction, Chantilly, WASHINGTON, Reston, McLean, Herndon, Bethesda

State / Province

Virginia, Maryland, District of Columbia

Country

United States

Work arrangement

Hybrid

Area of work

Sales

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

159,000.00

Projected Maximum Salary per year

296,000.00

Position type

Professional

Travel required

Up to 60% or 3 days a week (home on weekends - based on project requirements)

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?

Yes



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