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 ecosystem sales partners, and clients within their markets and /or territories. All-the-while ensuring they're obsessing over delivering client value.

　　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' ecosystem 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.

　　What is your mission?

　　Your mission as a Digital Sales Manager is to coach Digital Sales Squads (cross functional teams) through the end-to-end sales process, supporting progression and the closure of opportunities. Digital Sales Managers drive overall territory strategy & execution, progression & closure of deals for Digital Sales focus products. Additionally, you will execute the Brand Route-to-Market strategy within assigned Territory/Squad, partner with Ecosystem team to ensure use of partners in progressing and closing opportunities, and leverage Marketing to drive customer lifetime value (LTV).

　　What client segment(s) do you support?

　　Select Digital for Software and Systems

　　Role Focus

　　Account Planning & Stakeholder Management

　　Partners with Brand Sales leaders or Select Sales Managers and Marketing on overall territory strategy and planning

　　Drives territory planning process

　　Builds and maintains relationships with key IBM business partners in territory and engages them with squad members, as necessary

　　Acts as squad strategist to better understand client insights; understand all aspects of end-to-end client engagement journey

　　Sales Execution

　　Coach squad members to leverage digital selling & collaboration tools to demonstrate focus products and create an innovative vision of success

　　Squad facilitator - understand end to end process and be able to leverage key SMEs along the process and draw upon their expertise to communicate issues, solve problems, and close opportunities

　　Has strong understanding of business metrics, sales tools such as ISC, SalesLoft, dashboards, etc.

　　Managing for Growth

　　Act as coach/mentor to squad/team members in both areas of selling as well as career development

　　Inspire sellers to be vital for IBM's success and the business and technical acumen to apply their learnings to achieve business results

　　Drive collaboration within the squad/team as well as with all Routes to Market (marketing, partners, field) as part of territory growth strategy

　　Evangelize agile ways of working within the squad/team as well as extended team members

　　Ensures sellers are leveraging the Digital Sales tool stack and social selling skills

　　OKRs

　　Revenue

　　New client acquisition

　　Client Satisfaction / NPS

　　Pipeline/Sales Qualified Leads (SQLs)

　　Required Technical and Professional Expertise

　　Demonstrable experience of consultatively selling technology solutions against complex use-cases.

　　High proficiency of using digital sales tools and techniques (e.g., phone, CRM, social media, email etc.)

　　Strong analytical skills with proven examples of using data to influence, make business decisions and drive commercial outcomes.

　　Experience in team leadership, consistently exceeding sales quotas in cloud, data, AI, automation, security, or storage.

　　Strong technical expertise, adept at aligning client needs with tech solutions and demonstrating their value clearly.

　　Excellent interpersonal, communication, and collaboration skills, including senior leadership networking and influencing in complex tech sales.

　　Proficiency in agile and modern sales techniques for quick and effective delivery.

　　Preferred Technical and Professional Expertise

　　Familiarity with IBM's Products and Services: Prior experience working with any of IBM's products and services (training covering IBM's portfolio will be provided).About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

　　Your Life @ IBMIn 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 IBMIBM'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 50 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.

　　Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

　　Being You @ IBMIBM 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.