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Introduction

As an Inside Sales Manager at IBM, you’ll lead one of the most important growth engines in the company — our inside sales organization. You’ll coach and inspire a high-performing team of Sellers and Development Reps who manage inbound demand, verlocity based outbound prospecting, client calls, virtual demos, and opportunity development across Canada.

This is a leadership role for someone who knows how to run a modern, metrics-driven inside sales floor and build a culture of performance, collaboration, and client value. You’ll operate as the “conductor” of a connected sales squad, uniting sellers, technical specialists, marketing, ecosystem partners, and the broader IBM sales organization toward shared revenue goals.

Your role and responsibilities
Digital Selling Tools & Tech Proficiency

  • Strong working knowledge of modern digital selling tools, including (or similar to):
    • Orum (parallel dialing)
    • SalesLoft (cadences + automation)
    • ZoomInfo (data enrichment + targeting)
    • LinkedIn Sales Navigator (prospecting + social selling)
    • Salesforce (pipeline management + forecasting)

  • Ability to analyze tool usage, optimize cadences, and coach AEs on improving performance with these platforms.

Outbound Sales & Pipeline Generation

  • Comfortable driving high-volume outbound activity expectations (team minimum: 150+ calls/week).

  • Expertise in outbound strategy — sequencing, target selection, messaging, objection handling, and pattern recognition.

  • Ability to help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas (Developer, Architect, CIO, CTO, VP-level).

Digital Prospecting & Social Selling

  • Strong understanding of multichannel outreach (phone, email, LinkedIn, social touchpoints) to create demand and engagement.

  • Ability to coach AEs on crafting compelling emails, social posts, and outreach sequences that convert.

  • Skilled at teaching reps when to escalate to a technical expert, and how to bring value to different buyer personas.

Sales Process & Execution Excellence

  • Deep understanding of end-to-end  sales motions, including:
    • Interest Development & Discovery Progression
    • Qualification (IBM's Client Value Method (CVM))
    • Storytelling & Client Intimacy
    • Hand-offs to technical or partner teams
    • Closing coordination

  • Ability to coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene.

Partner Ecosystem Collaboration

  • Experience working with channel or ecosystem partners to scale outreach, co-sell, or expand accounts.

  • Ability to guide reps on how to leverage partners for introductions, validation, demos, and technical resources.

Communication & Stakeholder Alignment

  • Clear, confident communicator capable of influencing across marketing, technical teams, product teams, and partner orgs.

  • Ability to translate field insights into actionable feedback for marketing and offer teams.

Data, Metrics & Performance Management

  • Comfortable managing and driving performance using dashboards, analytics, and activity data.

  • Ability to identify performance gaps quickly and coach reps toward consistent weekly execution.

  • Strong understanding of funnel metrics (activity → conversations → meetings → SQLs → wins).

Mindset & Attributes

  • High-energy leadership style; thrives in a fast-paced, always-learning sales environment.

  • Passion for developing talent and seeing early-career sellers succeed.

  • Bias for action: comfortable experimenting, iterating, and modernizing sales motions.

  • Strong sense of accountability for team results, pipeline health, and quota attainment.

 

Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
Sales & Leadership Experience

  • 3–5+ years of B2B sales experience in a digital, inside sales, or outbound-driven environment.

  • 2+ years of sales leadership or team lead experience, ideally managing early-career or new-to-sales reps.

  • Proven track record of meeting or exceeding pipeline and revenue targets.

Digital Sales Tools Proficiency

  • Hands-on experience with modern sales engagement platforms such as:

    • SalesLoft (or equivalent cadence/engagement tool)

    • Orum or high-volume dialing platforms

    • ZoomInfo or other data-enrichment tools

    • LinkedIn Sales Navigator for social selling

    • Salesforce CRM for pipeline and forecasting

  • Ability to analyze tool usage data and coach sellers on improving effectiveness.

Outbound Prospecting & Pipeline Development Skills

  • Strong understanding of outbound motions, including sequencing, messaging, and persona-based outreach.

  • Demonstrated ability to coach or execute effective cold calling, email prospecting, and social engagement.

  • Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar.

Communication & Coaching Expertise

  • Ability to clearly articulate sales concepts and simplify complex ideas for new sellers.

  • Skilled in delivering structured feedback, running coaching sessions, and modeling effective sales conversations.

  • Strong written communication skills (email writing, messaging refinement, social selling guidance).

Data & Sales Performance Management

  • Proficiency in interpreting sales metrics (activity, conversion rates, funnel progression, forecast accuracy).

  • Experience using dashboards, analytics, and reports to drive decisions and improve team performance.

  • Strong competency in establishing and reinforcing execution rhythms.

Cross-Functional Collaboration Skills

  • Experience collaborating with technical teams, marketing, partner organizations, and field sales.

  • Ability to work within a matrixed enterprise, build alignment, and influence stakeholders.

  • Comfort leveraging partner ecosystem relationships in the sales process.

Technical Aptitude

  • Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts.

  • Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly.

  • Comfort engaging technical personas (developers, architects) during outbound outreach.

Mindset & Attributes

  • High-energy leader with a passion for developing talent.

  • Bias for action, resilience, and comfort in a fast-paced digital sales environment.

  • Curiosity and adaptability with new tools, methods, and sales techniques.

 

Preferred technical and professional experience

- 3+ years of selling software or cloud services 

- 2+ years in technology sales management

- Knowledge of French is a plus

ABOUT BUSINESS UNIT

IBM 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 @ 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

Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.