Head of SLED (State, Local & Education)

Sales And Practice Leader

At IBM, work is more than a job - it's a calling : To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk.

Hakkoda is seeking an experienced Sales and Practice leader to lead and grow our SLED practice. In this role, you will oversee consulting engagements, drive business development and sales, and ensure the successful delivery of data and analytics solutions to public sector and higher education clients. You will work closely with cross-functional teams, including sales, delivery, and engineering, to expand our footprint in the SLED market while ensuring client success.

Key Responsibilities

Practice Leadership & Strategy

Define and execute the strategic vision for the SLED consulting practice, aligning with company goals. Identify market opportunities, develop go-to-market strategies, and drive growth in the SLED sector. Establish best practices, methodologies, and frameworks tailored to public sector and higher education clients. Identify, recruit, and support the hiring process for account executives and delivery consultants to support the growth of Hakkoda's SLED practice.

Business Development & Client Engagement

Build and nurture relationships with SLED stakeholders, including government agencies and higher education institutions. Manage and maintain relationships with the Snowflake SLED leadership team, account executives, and sales engineers. Develop relationships with IBM SLED sales and delivery leadership teams to drive growth and account development with existing and new IBM clients. Lead proposal development, contract negotiations, and pricing strategies for SLED opportunities. Collaborate with Hakoda and IBM sales and marketing teams to drive pipeline growth and brand awareness in the SLED space.

Delivery & Operational Excellence

Oversee consulting engagements to ensure high-quality, on-time, and on-budget delivery. Act as an escalation point for client issues, ensuring swift resolution and client satisfaction. Mentor and develop a high-performing consulting team focused on SLED projects.

Thought Leadership & Industry Expertise

Stay ahead of SLED trends, regulations, and emerging technologies (e.g., cloud, AI, analytics). Represent the company at industry events, conferences, and forums as a SLED subject matter expert. Contribute to whitepapers, case studies, and marketing materials that showcase our SLED capabilities.

As of April 2025, Hakkoda has been acquired by IBM and will be integrated in the IBM organization. Your recruitment process will be managed by IBM. IBM will be the hiring entity. This role can be performed from anywhere in the US.

Required technical and professional expertise

10+ years of experience in consulting, professional services, or technology leadership, with a focus on State & Local Government and / or Higher Education (SLED). Proven track record of growing a consulting practice in the public sector or education space. Strong understanding of data, analytics, and cloud technologies (e.g., Snowflake, AWS, Azure, Tableau). Experience managing multi-million-dollar engagements and leading cross-functional teams. Exceptional business development, client management, and executive stakeholder engagement skills. Ability to travel as needed (up to 30%).

IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.