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Introduction

Digital Sales Centres are the foundation for best in class sales execution with co-located teams of cross functional sales, tech sales and inbound SDRs with integrated workflows. The Digital Sales centre is a hub for ecosystem, IBM business partners and clients, executing a consistent global footprint providing best in class sales tools stack, modernization to improve collaboration and seller/client experience and driving sales recognition and career development programs.

Your role and responsibilities

 

The Digital Sales Centre Leader is responsible for overseeing the daily operations and strategic direction of the digital sales team, ensuring alignment with company goals and growth initiatives. This leader will drive the digital transformation of sales processes, lead a high-performing team of digital sales professionals, and optimize the customer journey from lead generation to conversion. As a key member of the sales leadership team, the Digital Sales Centre Leader will leverage advanced digital tools, data analytics, and modern sales strategies to enhance sales performance, improve customer engagement, and increase revenue.


Required education
None
Preferred education
Master's Degree
Required technical and professional expertise

 

As a Digital Sales Centre Leader, your key responsibilities are:

Team Leadership and Development

  • Lead, coach, and motivate a team of digital sales professionals, fostering a high-performance culture.
  • Set clear performance goals and provide regular feedback to ensure targets are met.
  • Conduct regular one-on-one coaching sessions, performance reviews, and professional development planning.
  • Collaborate with HR to hire, onboard, and train new team members.

Sales Strategy and Execution

  • Develop and execute digital sales strategies that align with company goals and drive revenue growth.
  • Work closely with marketing, product, and other cross-functional teams to ensure a unified approach to sales campaigns and initiatives.
  • Analyze sales data and trends to adjust strategies and optimize sales performance.
  • Monitor and drive daily, weekly, and monthly sales targets and KPIs, ensuring the team meets and exceeds goals.

Digital Tools and Technology

  • Oversee the effective use of digital sales platforms (CRM systems, automation tools, sales enablement tools, etc.) to drive efficiency and track performance.
  • Stay updated on emerging sales technologies and digital tools, incorporating them into the sales process to increase productivity and sales outcomes.
  • Continuously optimize digital touchpoints (web, email, social media, etc.) to improve customer engagement and conversion rates.

Customer Experience Management

  • Ensure the digital sales team provides an exceptional customer experience, with a focus on personalization and relevance throughout the sales cycle.
  • Identify opportunities to enhance the digital customer journey through analytics and customer feedback.

Reporting and Analytics

  • Track and report on sales performance, including pipeline management, conversion rates, and ROI.
  • Use analytics to derive actionable insights and adjust strategies to meet changing market demands.
  • Present sales performance reports and strategy updates to senior leadership.

Collaboration and Stakeholder Management

  • Collaborate with senior leadership to define digital sales goals and align with broader business objectives.
  • Work closely with the marketing department to ensure digital campaigns and promotions are effectively driving sales.

Act as a liaison between sales, marketing, and product teams to ensure alignment of messaging and customer value propositions.


Preferred technical and professional experience

 

  • 5+ years of experience in sales, with at least 2-3 years in a leadership role in a digital sales environment
  • Proven track record of successfully managing a digital or remote sales team, ideally within a SaaS, e-commerce, or technology company
  • Coaching abilities to develop and mentor team members on selling techniques, deal progression and career planning
  • Outcome focused on performance management of team, driving a high-performance culture
  • Growth mindset to facilitate continuous learning, share best practices across teams, remove blockers and maximize seller's time with clients
  • Agility / Adaptability to lead a cross functional team and manage/adapt to changing markets/client needs
  • Understand the Digital Sales End-to-End Processes from marketing to consumption and renewals along with ability to make changes when needed
  • Digital communication and branding that leverage social & messaging platforms to reach team, clients and prospects
  • Technical proficiency to help the team understand & drive the Digital Sales portfolio of products and offerings (e.g., Focus Products)

 


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 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.

OTHER RELEVANT JOB DETAILS

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