Your role and responsibilities
- Lead new business development efforts focused on public sector clients, with an emphasis on Microsoft-led transformations (Azure cloud migration, M365 adoption, Dynamics implementation, and more).
- Create and close proactive deals in net new public sector accounts or new lines of business within existing clients.
- Cultivate trusted relationships with public sector executives, technology leaders, and decision-makers to identify opportunities aligned with IBM’s Microsoft ecosystem capabilities.
- Develop and execute client-specific go-to-market and account growth strategies, with a focus on priority public sector initiatives such as digital government, citizen services modernization, cybersecurity, and operational efficiency.
- Shape and manage end-to-end pursuits—from pipeline creation to proposal development, solution alignment, pricing strategy, and contract negotiation.
- Build and lead pursuit teams in collaboration with IBM Microsoft practice leaders, industry consultants, architects, and delivery teams.
- Collaborate with Microsoft account teams to co-sell and jointly drive value across shared public sector clients.
- Stay current with Microsoft solution developments and public sector trends to inform client conversations and pursuit strategy.
- Represent IBM Consulting’s Microsoft offerings at industry forums, client workshops, and strategy sessions.
Required education
Bachelor's Degree
Required technical and professional expertise
- Demonstrated success in consultative sales and business development focused on Microsoft solutions (Azure, M365, Dynamics, Power Platform).
- Strong understanding of public sector procurement processes, buying behavior, and digital transformation priorities.
- Proven ability to develop client relationships at the executive level and drive strategic conversations.
- Strong communication and interpersonal skills; able to navigate complex stakeholder environments and lead multidisciplinary teams.
- Experience working with strategic partners, including Microsoft and its ecosystem of ISVs and service providers.
- Self-starter with a growth mindset, a sense of urgency, and a passion for delivering impact in the public sector.
Preferred technical and professional experience
- Experience in a growth, strategy, or sales leadership role at a top consulting firm or public sector technology provider.
- Familiarity with IBM Consulting’s Microsoft-focused offerings, including Azure migration, Modern Work, AI & data services, and cybersecurity.
- Knowledge of Canadian public sector organizations and current digital priorities at the federal, provincial, or municipal levels.
- Bilingual (English/French) is an asset for work in bilingual jurisdictions.
