What are the responsibilities and job description for the Federal Alliance and Business Development Manager, IBM Technology & Red Hat position at IBM?
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
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.
- 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.
- 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.