A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe. You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat. Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience.
Your role and responsibilities Solutions Sales Leaderis a pivotal pre-sales role within IBM, responsible for driving complex solution pursuits, shaping strategic opportunities and influencing high-value customer engagements across the public sector and the broader opportunity landscape. We are seeking a dynamic, highly technical and commercially astute professional who brings strong client-facing capability, deep solution design expertise, and the ability to communicate value effectively to both technical and senior executive stakeholders. The role requires the ability to craft competitive, differentiated, and deliverable solutions that solve client challenges in a disruptive, forward-thinking, and strategically bold manner— ultimately positioning IBM as the partner of choice in mission‐critical, large-scale pursuits. The position reports directly to the Head of Solutions for ANZ, working closely with Sector leaders, sales teams, client partners and technical SMEs to steer opportunity strategy and strengthen IBM's presence across key industries. Your Roles and Responsibilities*
* Primary focal point for all public sector opportunities as the Lead Solutions Consultant.
* Shape pursuit strategy with sales, legal, delivery, and industry teams to build competitive and compliant solution offerings.
* Perform competitive analysis of public sector providers and articulate IBM's strengths in capability, compliance, security, and delivery scale.
* Manage end-to-end government tender processes (RFT, RFQ, EOI), including response strategy and compliance with the sales team.
* Produce high-quality and fully compliant tender submissions aligned to mandatory criteria, weightings, and evaluation frameworks.
* Structure and develop solutions (using SFIA-based roles, rate cards, or outcome-based approaches), ensuring alignment to public sector expectations and competitive benchmarks.
* Develop solution artefacts including delivery models, governance structures, commercial constructs, cost models, pricing scenarios, project schedule and content for the responses.
* Craft clear, differentiated value propositions addressing risk, cost transparency, sovereign requirements, compliance expectations and long‐term capability uplift.
* Prepare, develop and lead oral presentations, confidently defend the solution and articulating key value drivers during client evaluations.
* Ensure proposed solutions are feasible, compliant, deliverable, and aligned with IBM standards and government procurement constraints.
Required education
Master's Degree
Preferred education
Master's Degree
Required technical and professional expertise
* Public Sector Experience: Proven track record in federal and state government deals, including navigating tender processes (RFT, RFQ, EOI) and understanding procurement policies and evaluation frameworks.
* Pre-Sales & Solutioning: Strong background in pre-sales, consulting, developing services‐led solutions, and leading complex, multi‐stakeholder pursuits.
* Client‐Facing Skills: Ability to engage with senior stakeholders, influence decision‐making and communicate value propositions clearly and persuasively.
* Strategic Thinking: Ability to shape pursuit strategy, position IBM competitively, and anticipate client needs in complex, regulated environments.
* Commercial Acumen: Understanding of pricing models, cost structures, rate cards (including SFIA‐based), and contract/commercial considerations in public sector deals
* Collaboration & Leadership: Partner effectively across sales, delivery, legal, and industry teams to build aligned, compliant, and competitive solutions.
* A Bachelor's or Master's degree in Computer Science, Information Systems, Engineering or a related discipline (or equivalent experience).
* Strong understanding of one key technical domain such as hybrid cloud, integration, security standards, enterprise architecture concepts and modern delivery models.
* Ability to translate technical requirements into deliverable solution constructs and articulate technical outcomes in non‐technical language.
* Familiarity with government security classifications, IRAP, ASD Essential Eight, and sovereign hosting considerations (desirable).
* Additional training or credentials in solution architecture, commercial management, or public sector procurement are advantageous.
* Proficiency in Microsoft PowerPoint for developing polished oral presentations, solution narratives, and executive‐ready decks. Strong oral and written communication skills
* Advanced Microsoft Excel skills for cost modelling, pricing analysis, scenario modelling and interpreting complex datasets to meaningful solution approaches
* Strong capability in evaluation and assessment techniques for analysing RFI/RFP responses, selection criteria, scoring frameworks and weightings
Preferred technical and professional experience
* Public Sector Experience: Proven track record in federal and state government deals, including navigating tender processes (RFT, RFQ, EOI) and understanding procurement policies and evaluation frameworks.
* Pre-Sales & Solutioning: Strong background in pre-sales, consulting, developing services‐led solutions, and leading complex, multi‐stakeholder pursuits.
* Client‐Facing Skills: Ability to engage with senior stakeholders, influence decision‐making and communicate value propositions clearly and persuasively.
* Strategic Thinking: Ability to shape pursuit strategy, position IBM competitively, and anticipate client needs in complex, regulated environments.
* Commercial Acumen: Understanding of pricing models, cost structures, rate cards (including SFIA‐based), and contract/commercial considerations in public sector deals
* Collaboration & Leadership: Partner effectively across sales, delivery, legal, and industry teams to build aligned, compliant, and competitive solutions.
* A Bachelor's or Master's degree in Computer Science, Information Systems, Engineering or a related discipline (or equivalent experience).
* Strong understanding of one key technical domain such as hybrid cloud, integration, security standards, enterprise architecture concepts and modern delivery models.
* Ability to translate technical requirements into deliverable solution constructs and articulate technical outcomes in non‐technical language.
* Familiarity with government security classifications, IRAP, ASD Essential Eight, and sovereign hosting considerations (desirable).
* Additional training or credentials in solution architecture, commercial management, or public sector procurement are advantageous.
* Proficiency in Microsoft PowerPoint for developing polished oral presentations, solution narratives, and executive‐ready decks. Strong oral and written communication skills
* Advanced Microsoft Excel skills for cost modelling, pricing analysis, scenario modelling and interpreting complex datasets to meaningful solution approaches
* Strong capability in evaluation and assessment techniques for analysing RFI/RFP responses, selection criteria, scoring frameworks and weightings
ABOUT BUSINESS UNIT
IBM Consulting is IBM's consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients' businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can‐do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Job ID
105045
City / Township / Village
CANBERRA, MELBOURNE, Perth, SYDNEY
State / Province
Australian Capital Territory, New South Wales, Victoria, Western Australia
Country
Australia
Work arrangement
Hybrid
Area of work
Employment type
Regular
Position type
Professional
Some travel may be required based on business demand
Company
(0008) IBM Australia Limited
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
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