The IBM S&D Summit Program
Now is a great time to be in IBM Sales & Distribution.
We are growing globally and looking for talented professionals. Looking for a new challenge? Interested in making an impact? Come join us as we build a smarter planet.
Program overview
The IBM Sales & Distribution (S&D) Summit Program is a program focused on attracting MBA, MS and BS graduates for client-facing consultative sales and information technology specialist positions. Internship positions are also available for June through August.
We know that when our employees grow IBM grows, so we invest in superior development programs to help you become successful and stay competitive. Our objective is to attract the best and the brightest talent. We focus on developing leaders capable of representing the exceptional value delivered by the breadth and depth of IBM.
As part of the intensive development program, we introduce our new hires to IBM's consultative sales approach through the innovative 12 week IBM Global Sales School. New employees will benefit from a practical mix of classroom training, e-learning, project simulations, and individual career support to ensure you have the skills and tools to be successful.
Program qualifications
The positions and base criteria for the client-facing positions are listed below. For all positions it is necessary to have:
- Strong desire to work directly with clients
- Empathy and the ability to develop relationships at all levels of management
- Excellent analytical and communications skills; both written and verbal
- Demonstrated leadership and teaming skills
- Strong GPA
The S&D Summit Program has several positions available in various major cities nationwide.
To learn more about these employment opportunities click on the positions listed below.
Position description:
Integrates IBM in front of the customer to provide one face and one IBM strategy for the client. Leads the development of the overall account plan and has primary responsibility for identifying and prioritizing opportunities and developing client-valued solutions involving multiple brands and elements. Understands the client's organization and culture. Develops and executes a relationship plan to address both IT and line-of-business organizations, leveraging other subject matter experts, executives, and thought-leaders as needed to provide value to the client. Maintains a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- MBA with possible undergraduate degrees including Liberal Arts, Business, Engineering, Computer Science, MIS, or equivalent degree areas
- A high level of business acumen is required to apply a thorough understanding of the client's business, organization, strategy and financial position
- Previous work experience via internships, co-op assignments, or full-time job in applicable industry
Duration of training:
- Up to 6 months
Learn more from our Participant Profiles
Client Representative: Apply now
Position description:
Defines solutions and architectures to address client business requirements and technical needs. Works in levels of abstraction, applying industry knowledge and leveraging appropriate technology information. Develops, tests, and presents client solutions, which may involve various technologies, services, and architectural styles and domains. Works in Dallas, TX, for the first 9 months and then is relocated to a permanent work location following the training period to consult with clients of all sizes. Leverages technical expertise to assist sales counterparts in maintaining client satisfaction and attaining revenue.
Personal characteristics required:
- Ability to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent communication skills; both written and verbal
Preferred qualifications:
- BS / MS in: Computer Science, Computer Engineering, Information Technology, or equivalent degree areas
- Experience in Application & Integration Middleware (AIM)-based software product areas, C/C++, and Java programming
- Knowledge of portal, user experience design, analytics, business process management (BPM), service-oriented architecture (SOA) and/or a particular industry (i.e. retail, banking, media/entertainment, healthcare, electronics)
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- Up to 12 months
Information Technology Architect: Apply now
Position description:
Establishes relationships with clients and manages these relationships within the client's technical and business community. Assists Client Representatives and Product Specialists in developing IBM solutions for clients. Assumes overall technical responsibility for solution design, content, construction and integration into the client's environment. Provides client-valued solutions by responding to the client's business requirements through innovative integration of hardware, software, and services. Articulates and demonstrates the benefits of IBM products, solutions and/or services based on the client's technical environment and needs. Responsible for maintaining client satisfaction and providing technical expertise in a particular IBM software or hardware brand.
Personal characteristics required:
- Ability to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent communication skills; both written and verbal
Preferred qualifications:
- BS / MS in: Computer Science, Computer Engineering, Electrical Engineering, Integrated Information Technology, Software Engineering, or equivalent degree areas
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- 12 months
Learn more from our Participant Profiles
Note: Information Technology Specialist - Presently unavailable for new applications. Please check back.
Position description:
Establishes relationships with clients and manages these relationships within the client's technical and business community. Assists Client Representatives and Product Specialists in developing IBM solutions for clients. Specializes in IBM high end (System z) processor hardware, software, I/O, and networking. Assumes overall technical responsibility for solution design, content, construction and integration into the client's environment. Provides client-valued solutions by responding to the client's business requirements through innovative integration of hardware, software, and services. Perform in-depth, complex technical demonstrations; conduct white board sessions; design complex solutions; conduct technical evaluations; and build proof-of-concepts and proof-of-technologies. Software or hardware conceptual knowledge and IBM System z knowledge (a plus, not required). Responsible for maintaining client satisfaction and providing technical expertise in a particular IBM software or hardware brand.
Personal characteristics required:
- Ability to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent communication skills; both written and verbal
Preferred qualifications:
- BS / MS in: Computer Science, Computer Engineering, Electrical Engineering, Integrated Information Technology, Software Engineering, or equivalent technical degree areas
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- 12 months
Learn more from our Participant Profiles
Note: Information Technology Specialist - ATS - Presently unavailable for new applications. Please check back.
Position description:
Manages relationships with clients and provides value to them by specializing in IBM brand solutions that solve their business problems. Product Specialists are assigned to specific opportunities/territories and are responsible for closing sales and maximizing customer satisfaction. Product Specialists provide leadership and set the overall strategy for their particular brand. They engage their technical sales teammates to design solutions that solve business problems and work with them to ensure successful client implementations.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent communication skills; both written and verbal
Preferred qualifications:
- BS in: Business, Management, Marketing or related fields
- BS / BA in: Finance or Economics
- OR: MBA with undergraduate degrees including Liberal Arts, Business, Engineering, Computer Science, or MIS
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- 9 or 12 months depending on assigned brand
Learn more from our Participant Profiles
Note: Product Specialist - Presently unavailable for new applications. Please check back.
The S&D Summit Program, in conjunction with Global Technology Services, is recruiting for the following positions. The positions are in various major cities nationwide.
Global Technology Services (GTS) offers end-to-end IT and business process services supported by an unmatched global delivery network.
Position description:
Entry-level sales role in IBM Information Technology Strategy & Design Practice's rapidly expanding business. These exciting positions are client facing, and IT consulting specialist positions. These roles are for highly energetic IT consulting specialists traveling frequently to work on client engagements with an IBM team of professionals.
A successful IT consulting specialist understands how to conduct client interviews to learn the business function, research, and analyze data. Provide the client with recommendations addressing the scope of IBM's engagement. IBM's IT strategy client sponsors are typically C-Level executives cross industry. The ideal candidate will have an IT background and a desire to work on the most challenging issues faced by our clients. Must demonstrate ability to team, communicate effectively, and think logically while dealing with ambiguity. The training program includes 6 months in the IBM Summit Program. Includes consultative sales training and product education, as well as 3 to 6 months of training in a specific services specialty, and will require considerable travel. Upon territory assignment, the candidate must be willing to travel up to 75%.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- BS or MS in: Computer Science
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- Up to 12 months
Learn more from our Participant Profiles
GTS Information Technology Consulting Specialist: Apply now
Position description:
A successful Sales Specialist delivers dynamic presentations to a range of technical and C-Level executive audiences to effectively articulate the value proposition of IBM's Managed Security Services. The ideal candidate will have an IT security background and a desire to sell complex security solutions; must demonstrate ability to identify, validate, qualify, and close sales opportunities, while focusing on customer satisfaction.
Post training, candidates will work with more senior sales team members and will be part of a team responsible for the complete life cycle of a services opportunity. The candidate should be able to identify and qualify an opportunity, while understanding the client's technical and financial requirements. Working well within cross-functional teams will be paramount, while building and costing the solution. In the final stages of the sales cycle, successful candidates must be able to present and sell the solution and negotiate contract terms in order to reach mutually beneficial engagements for the client and IBM.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- BS/ MS in: Information Technology related fields
- Certification in CISSP
- Basic Knowledge in Security and/or Technical Services Sales, and Selling Managed Security Services
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- 6 months
Learn more from our Participant Profiles
GTS Managed Security Services Sales Specialist: Apply now
Position description:
This position is for MBA candidates. This role is responsible for leading a project team in delivering a solution to the customer using the appropriate business measurements and terms and conditions for the project according to the project charter, project agreement or contract. The Project Executive (PE) has overall performance responsibility for managing scope, profit and loss, cost, schedule, and contractual deliverables, which includes applying techniques for planning, tracking, change control, and risk management. They are responsible for managing all project resources, including subcontractors, and for establishing an effective communication plan with the project team and the customer. They provide day to day direction to the project team and regular project status to the customer. In addition, this role is intended to provide necessary experiences and education to prepare for a role as a Certified Project Executive. Project Executives are required to grow the account through follow on sales of current offerings.
Personal characteristics required:
- Ability to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- MBA with strong finance skills
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- 6 months in Summit Program, followed by 24 months of Project Executive rotational assignments
Learn more from our Participant Profiles
Note: GTS Strategic Outsourcing Project Executive - Presently unavailable for new applications. Please check back.
Position description:
Global Technology Services Strategic Outsourcing is searching for top-quality candidates to fill entry level positions in customer facing, services business development, and sales roles. The ideal candidate must possess excellent presentation skills, be able to gain an understanding of IBM services and products, and work collaboratively with deal teams.
Post training, candidates will work with more senior sales team members and will be a part of a team responsible for the complete life cycle of a services opportunity. The candidate should be able to identify and qualify an opportunity, while understanding the client's technical and financial requirements. Working well within cross-functional teams will be paramount, while building and costing / pricing the solution. In the final stages of the sales cycle, successful candidates must be able to present and sell the solution, and negotiate contract terms in order to reach mutually beneficial engagements for the client and IBM.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- BA/BS or MBA in a business or technical field
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:
- 6 months in Summit Program, followed by 24 months of rotational on the job training with Senior Sales Specialists
Learn more from our Participant Profiles
Note: GTS Strategic Outsourcing Sales Specialist - Presently unavailable for new applications. Please check back.
Position description:
Entry level, customer facing, services sales, and business development positions which will ultimately require the ideal candidate to possess excellent presentation skills, work collaboratively with deal teams and possess an understanding of IBM services and products.
Post training, the role of the Territory Sales Leader (TSL) is to build and maintain business relationships with key clients and generate significant contract signings and highly profitable Technical Support Services revenue growth. The TSL's primary objective is to identify new business opportunities and sell solutions which address the assigned client's business needs and value expectations.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- BA/BS or MBA in: Business, Management or related field
- Relevant work experience via internships, co-op assignments, or full-time job
Duration of training:>
- 6 months
Learn more from our Participant Profiles
Note: GTS Territory Services Leader - Presently unavailable for new applications. Please check back.
Internships with the S&D Summit Program are available June through August in various major cities nationwide.
To learn more about the opportunities click on the positions listed below.
Position description:
Works directly with Client Executives and the extended sales team to grow IBM's client relationships and contribute to sales and market development opportunities. Actively participates in the sales operations of the client team such as developing account plans, researching and prospecting new clients and participating in client meetings and events. All intern applicants must be registered, full-time students.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent negotiation and communication skills; both written and verbal
Preferred qualifications:
- Pursuing an MBA with possible undergraduate degrees including Business, Engineering, Computer Science, MIS, or equivalent degree areas
- At time of internship, the student is between first and second year of MBA studies
Duration of internship:
- 10 weeks (June - August)
Learn more from our Participant Profiles
Note: Client Representative Intern - Presently unavailable for new applications. Please check back.
Position description:
Works directly with services sales and business development deal teams who are responsible for the complete sales life cycle of a services opportunity. Assists the team with identifying and qualifying an opportunity while understanding client technical and financial requirements in order to build and cost the solution. For deals in the final stages of the sales cycle, assists with activities related to the sale of the solution and negotiation of contract terms in order to reach mutually beneficial engagements for the client and IBM. All intern applicants must be registered, full-time students.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Ability to learn and apply technical and complex topics
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent communication skills; both written and verbal
Preferred qualifications:
- Pursuing a BS in: Business Management, Marketing, or equivalent degree areas
- Student is in junior year of study
Duration of internship:
- 10 weeks (June - August)
Learn more from our Participant Profiles
Note: GTS Strategic Outsourcing Sales Intern - Presently unavailable for new applications. Please check back.
Position description:
Works directly with IBM technical sales teams to assist with the technical aspects of sales opportunities at both client sites and IBM technical sales centers. Gains knowledge about IBM's software and hardware products and grows hands-on technical experience through activities such as installing IBM products, technical documentation, customer briefings or demos and technical customer presentations. All intern applicants must be registered, full-time students.
Personal characteristics required:
- Strong oral and written communication skills
- Ability to learn and apply technical and complex topics
- Strong leadership, interpersonal, and teaming skills
- Experience in sales or customer service activity preferred
- Strong business and technical acumen
Preferred qualifications:
- Pursuing a MS in: Computer Science, Computer Engineering, or equivalent degree areas
Duration of internship:
- 10 weeks (June - August)
Learn more from our Participant Profiles
Note: IT Specialist / IT Architect Intern (Graduate) - Presently unavailable for new applications. Please check back.
Position description:
Works directly with IBM technical sales teams to assist with the technical aspects of sales opportunities at both client sites and IBM technical sales centers. Gains knowledge about IBM's software and hardware products and grows hands-on technical experience through activities such as installing IBM products, technical documentation, customer briefings or demos and technical customer presentations. All intern applicants must be registered, full-time students.
Personal characteristics required:
- Strong oral and written communication skills
- Ability to learn and apply technical and complex topics
- Empathy and strong leadership, interpersonal, and teaming skills
- Experience in sales or customer service activity preferred
- Strong business and technical acumen
Preferred qualifications:
- Pursuing a BS in: Computer Science, Computer Engineering, Software Engineering, or equivalent degree areas
- Student is in junior year of study
Duration of internship:
- 10 weeks (June - August)
Learn more from our Participant Profiles
Note: IT Specialist / IT Architect Intern (Undergraduate) - Presently unavailable for new applications. Please check back.
Position description:
Works within IBM's Advanced Technical Skills organization to assist with complex technical solution design and support for IBM's major clients. Gains knowledge about IBM's software and hardware products and grows hands-on technical experience through activities such as IBM SW / HW installations, technical demonstrations, customer briefings, complex solution design, or building proof-of-technologies. All intern applicants must be registered, full-time students.
Personal characteristics required:
- Strong oral and written communication skills
- Ability to learn and apply technical and complex topics
- Empathy and strong leadership, interpersonal, and teaming skills
- Strong business and technical acumen
- Experience working with clients preferred
Preferred qualifications:
- Pursuing a BS in: Computer Science, Computer Engineering, or equivalent technical degree areas
- Student is in junior year of study
Duration of internship:
- 10 weeks (June - August)
Learn more from our Participant Profiles
Note: Information Technology Specialist Intern - ATS - Presently unavailable for new applications. Please check back.
Position description:
Works directly with Product Specialists (Software or Systems) to assist with sales opportunities at client sites and contributes to the day-to-day sales operations of the team. Gains an understanding of IBM sales methods as well as knowledge about IBM's software and systems products in order to develop business solutions for clients. All intern applicants must be registered, full-time students.
Personal characteristics required:
- Passion for sales and to work directly with clients
- Strong business and technical acumen
- Empathy and the ability to develop relationships at all levels of management
- Demonstrated leadership and teaming skills
- Excellent communication skills; both written and verbal
Preferred qualifications:
- Pursuing a BS in: Business, Management, Marketing, or equivalent degree areas
- Student is in junior year of study
Duration of internship:
- 10 weeks (June - August)
Learn more from our Participant Profiles
Note: Product Specialist Intern - Presently unavailable for new applications. Please check back.
The program value
"Clients are counting on IBM to bring forward fresh ideas that advance their business objectives. Our work with more than 500,000 software developers and startups, as well as 6,500 universities worldwide arms the next generation with key business skills our clients require, from proactive decision making to analytical thinking and teamwork, all enhanced by IBM technologies and services. This next generation workforce is vital in helping our clients gain competitive advantage and grow."
- Jim Corgel, General Manager, IBM Developer Relations
"If you love to compete and make money, then sales is the place you want to be. If you want to be with the best technology company in the world that solves customers business and technology issues, then IBM is the place you should be starting your business career."
- Bob Guidotti, General Manager Software Sales
"Sales is the integration point of IBM. It is the best place to learn what IBM is about and what we can offer. No other sales force has the breath and depth of solutions or capacity that IBM has."
- Annette Favorite, Vice President, Workforce Strategy and Programs
The right fit
Do you have what it takes to be a leader within a client sales or technical team, to interact effectively with our clients' senior executives and managers, to unravel complex business problems, and address them with leading-edge IBM technology? Do you have the skills and interest to be part of the growing Information Technology industry? If so, the S&D Summit Program may be a great fit for you.
Making an impact
At IBM, you will find a challenging, yet welcoming workplace where your talent and drive can take you anywhere. Start changing the companies that are changing the world by building a Smarter Planet. We recruit leaders who are collaborative, intelligent, and inspired to help our customers grow and stay competitive. Leverage your business acumen and make a real impact: join one of the most successful sales organizations in the world.
Opportunities available
Apply to the S&D Summit Program
If you would like to be considered, please apply to the following positions that best matches your skills and qualifications.
Apply now
Information Technology Architect
GTS Information Technology Consulting Specialist
GTS Managed Security Services Sales Specialist
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More to explore
Program benefits
- Intensive development program with experienced IBMers as mentors
- Network of relationships with top-performing future/current IBM leaders
- Challenging and dynamic work assignments
IBM International Student Hiring Program
As a foreign national studying in the US, you are primed for a job with IBM. This program was designed to help match you with the right global internship and/or graduate opportunity.