IBM Technology and Red Hat Alliance Lead

• 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.

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.