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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # IBM Technology and Red Hat Alliance Lead - **Company:** IBM - **Location:** Washington, DC, United States - **Experience:** Expert - **Contract:** Permanent contract - **Skills:** IBM System I, OpenShift, Red Hat Enterprise Linux, Software Tools, Broadcom, Ansible, Zero Trust Network Access, HybridCloud, Hashicorp, Terraform, Vmware - **Published:** August 5, 2026 - **Apply:** https://www.clearancejobs.com/jobs/9076308/ibm-technology-and-red-hat-alliance-lead ## About the Role 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.. ## Description * 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. ## Related Videos - [WebAssembly: The Next Frontier of Cloud Computing](https://www.wearedevelopers.com/videos/972-webassembly-the-next-frontier-of-cloud-computing) - [Dev & Test in the Cloud? 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