Army Account Manager

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

1. Strategic Business Development

• Identify, qualify, and pursue new business opportunities aligned with organizational growth objectives.

• Develop and execute account growth strategies to expand revenue within existing and target clients.

• Conduct market research and competitive analysis to inform pipeline development.

• Build and maintain a strong sales pipeline and forecast revenue accurately.

1. Client Relationship Management

• Serve as the primary point of contact for key client accounts.

• Build trusted advisor relationships with stakeholders at multiple levels.

• Ensure high levels of client satisfaction, retention, and long-term engagement.

• Proactively identify client needs and align solutions to deliver value.

1. Account Growth & Revenue Management

• Drive upselling and cross-selling opportunities within existing accounts.

• Own account performance, including revenue, profitability, and contract renewals.

• Negotiate contracts, pricing, and terms to achieve mutually beneficial outcomes.

• Monitor account health metrics and intervene to mitigate risks.

1. Sales & Deal Execution

• Lead end-to-end sales cycles, from prospecting through closing.

• Prepare and deliver compelling proposals, presentations, and pitches.

• Collaborate with internal teams (delivery, finance, legal) to structure deals.

• Ensure compliance with company policies and commercial governance.

1. Collaboration & Cross-Functional Alignment

• Work closely with delivery and operations teams to ensure successful service execution.

• Translate client requirements into actionable project or service deliverables.

• Align with marketing to support campaigns, events, and brand positioning.

• Provide feedback from clients to inform product/service improvements.

1. Performance Tracking & Reporting

• Track key performance indicators (KPIs) such as revenue growth, win rates, and client satisfaction.

• Maintain accurate records in CRM systems and provide regular reporting.

• Analyze trends to improve business development effectiveness and account performance.

1. Thought Leadership & Market Presence

• Represent the organization in client meetings, industry events, and networking engagements.

• Stay current with industry trends, emerging technologies, and client challenges.

• Position the organization as a strategic partner through insights and expertise.

Required technical and professional expertise

• Demonstrated ability to build and sustain executive-level client relationships and act as a trusted advisor.

• Strong business acumen with a deep understanding of sales strategy, revenue growth, and market dynamics.

• Proven track record of managing complex accounts and delivering against revenue and profitability targets.

• Excellent negotiation, influencing, and closing skills across multi-stakeholder environments.

• Ability to translate client business challenges into actionable solutions and value propositions.

• Strong communication and presentation skills, with experience delivering proposals, briefings, and pitches.

• High degree of professionalism, accountability, and client-centric mindset.

• Strategic thinker with the ability to balance long-term growth with short-term delivery objectives.

• Experience working in cross-functional environments and leading without direct authority.

• Strong problem-solving skills with the ability to navigate ambiguity and manage competing priorities.

• Ability to obtain a Secret Level DoD/DoW Clearance

Preferred technical and professional experience

• Proficiency in CRM platforms (e.g., Salesforce, Dynamics) for pipeline management, forecasting, and reporting.

• Experience with sales lifecycle management, including prospecting, qualification, proposal development, and contract negotiation.

• Understanding of financial principles, including revenue forecasting, margin management, and pricing strategies.

• Familiarity with data analysis tools (e.g., Excel, Power BI) to track performance metrics and generate insights.

• Knowledge of market research methodologies and competitive analysis techniques.

• Ability to interpret and respond to RFPs, RFQs, and other procurement processes.

• Understanding of contract structures, service delivery models, and commercial terms.

• Experience leveraging digital tools and platforms to support business development and client engagement.

• Industry-specific knowledge (e.g., federal consulting, IT services, or professional services) as applicable.

• Awareness of compliance, regulatory, and governance requirements relevant to the business environment.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.