Description

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You'll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you'll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You'll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

• Own the operating rhythm with IBM Technology and Red Hat product teams, including quarterly business reviews, joint account planning, pipeline alignment, and co-investment coordination.
• Monitor federal procurement opportunities across SAM.gov, GovWin, and agency forecast portals. Identify, qualify, and route opportunities that map to the practice's five capabilities and eight demand signals.
• Coordinate joint go-to-market activities with IBM Technology and Red Hat, including funded proof-of-concept requests, technical resource allocation for strategic deals, and joint marketing or event participation.
• Track and maintain practice pipeline data, including opportunity stage, qualification scores, Account Leader engagement status, and conversion metrics against the annual pipeline target.
• Support opportunity qualification by applying the practice's scoring framework to evaluate solicitations for capability alignment, IBM/Red Hat product relevance, contract structure fit, competitive position, and deal expansion potential.
• Partner with Account Leaders to prepare for client engagements, assemble relevant accelerator assets and proof points, and follow up on qualified leads.
• Build and maintain relationships across IBM's matrixed organization, connecting practice priorities to Account Leader pipelines in both the Defense & Intelligence and Federal Civilian segments.
• Contribute to sales enablement by surfacing market intelligence, competitive shifts, and procurement trends that inform Account Leader briefings and demand signal updates.
• Support pricing and contracting discussions for managed services pilots, coordinating with IBM Consulting Federal's pricing team and contracts/legal resources as needed.

Required education

Bachelor's Degree

Required technical and professional expertise

• 7+ years of experience in federal business development, capture management, alliance management, or partnership development within a large systems integrator, technology vendor, or federal consulting firm.
• Demonstrated understanding of federal procurement cycles, contract vehicles (GWAC, BPA, IDIQ, GSA Schedule), and acquisition processes including FAR/DFAR requirements.
• Experience managing vendor, OEM, or SI partnership relationships in a matrixed organization where multiple stakeholders (product teams, account teams, delivery teams) must be aligned.
• Proven track record of identifying and qualifying federal IT opportunities with deal sizes of $1M+, including the ability to assess technical requirements against organizational capabilities.
• Working familiarity with federal opportunity research tools (SAM.gov and at least one of GovWin, Bloomberg Government, or Deltek).
• Experience tracking and reporting pipeline metrics (qualified pipeline, stage progression, win rate, conversion ratios) using CRM or pipeline management tools.

Preferred technical and professional experience

• Experience in alliances or business development specifically involving Red Hat, IBM Technology, or hybrid cloud/infrastructure products in the federal market.
• Familiarity with the IBM Technology and Red Hat product portfolio, including OpenShift, Ansible Automation Platform, watsonx, Turbonomic, Instana, Apptio/Cloudability, and HashiCorp (Terraform, Vault).
• Understanding of current federal modernization drivers: DOGE workforce impacts, VMware/Broadcom licensing changes, OMB M-25-21 AI governance mandates, Zero Trust (EO 14028, OMB M-22-09), and the DoD Software Modernization Strategy.
• Experience supporting or structuring managed services, outcome-based, or as-a-service contract models in a federal context, including FPIF or performance-based contracting.
• Background in FinOps, IT cost optimization, or cloud economics within federal agencies.
• Active security clearance (Secret or above).
• Experience with DoD and Intelligence Community procurement environments, including familiarity with JWCC, Platform One, or classified environment requirements.
• Prior experience building or scaling a new practice, business unit, or go-to-market function within a large organization.

ABOUT BUSINESS UNIT

IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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.

Job Title

IBM Technology and Red Hat Alliance Lead

Date posted

25-Mar-2026

Job ID

105420

City / Township / Village

Hampton, ALEXANDRIA, Chantilly, Reston, McLean, Herndon, Ashburn

State / Province

Virginia, Washington, Maryland

Country

United States

Work arrangement

Hybrid

Area of work

Consulting

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

151,000.00

Projected Maximum Salary per year

255,000.00

Position type

Professional

Travel required

Some travel may be required based on business demand

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?

No



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