Sales Manager - Toronto, Canada - IBM

IBM

Verified Company

Toronto, Canada

3 weeks ago

Posted by:

Sophia Lee

beBee Recruiter

Description

Introduction
A Digital Sales Manager career within IBM means being a leader.

A conductor who sets the tone for collaboration, innovation, and growth across your team of digital sales specialist, development representatives and technical experts.

It means cultivating a 'one team' culture across IBM sales and marketing teams, 3rd party eco-system sales partners, and clients within their markets and /or territories.

All-the-while ensuring they're obsessing over delivering client value.

Lead the new strategic mission for acquiring new clients, as committed to the IBM Board of Directors.

This role will be to lead the IBM New Client Acquisition Squad for Instana /Turbonomics, out of the Canadian Digital Sales center, located in Markham.

With ownership, accountability, and autonomy over the setting and delivery of your territory's strategy, you'll partner with other sales and technical leaders across IBM, and our selling partners' eco-system to identify and qualify leads, land deals, and expand existing customer relationships.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career through its upward trajectory.

Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues.

People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to invest in IBM's people, products, and services.

Your Role and Responsibilities

A natural at inspiring and motivating others, you'll support your digital sales squad and wider sales /marketing network through the end-to-end sales process.

Fusing best-in-class traditional and contemporary digital selling techniques (website lead nurturing, social selling, inbound follow-up, outbound outreach etc.,) you'll facilitate the successful landing of opportunities.

From MQL identification to SQL qualification - through to pitch preparation and attendance; deal closure; product deployment, and user adoption growth.

We're passionate about success.

If this role is right for you, then your achievements will mean that your career is flourishing, your team is succeeding, and our clients are thriving.

To help ensure this win-win outcome, a 'day-in-the life' of this opportunity may include, but not be limited to:

Establishing a resultsorientated culture, anticipating, and identifying inhibitors & best practices to help accelerate business outcomes and drive performance across the spectrum of Digital Sales.
Demonstrating operational excellence through disciplined management of key performance indicators/ sales targets, process simplification and resource optimization to improve productivity, progression, conversion, and yield.
Running weekly/biweekly sales cadences and quarterly business reviews, focusing on core metrics (validated lead count, validated lead revenue and win revenue), along with insightful lessons learned
As an IBM Sales leader you will be an inspirational role model, creating a culture of sales and social selling eminence that deliver Client and Sponsor value

Required Technical and Professional Expertise

An extensive career history of building, leading and inspiring teams, with a growth mindset, whom consistently overachieve sales quotas within either cloud, data, AI, automation, security, or storage. At the very least is a 'master' of one (extra points if multiple) and confidently understands the interconnections /dependencies between these technologies.
Provable technical acumen, with sufficient ability to map clients' business needs to technology solutions, whilst bringing business value to life in ways that are as easy to comprehend as they are compelling for investment.
Palpable people, communication, and collaboration skills, with a proven record of senior leadership networking, cocreating, and influencing throughout the successful closure, and postclosure expansion of complex technology sales cycles. (c. $100k $500k+ deals).
Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative /Challenger selling) to successfully deliver in a way that's both nimble and fast and leads customers to our products vs. leading with them.

Preferred Technical and Professional Expertise

Experience of working with any of IBM's products and services (Training across IBM's product suite /brands is provided)

About Business Unit
'Digital Sales' in IBM is evolving with a team that's being reshaped for an exciting future. It is a strategic Sales growth route to market across all of our brands, and growing along with our Ecosystem strategy.

We're building the next generation technology sales team to break beyond boundaries with innovative approaches, and new ways to engage prospective clients.

Autonomous and specialized, we're moving from an approach of just simply