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.
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.
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.
Your primary responsibilities will include:
- Sales Play Guidance: Understand IBM's sales plays and value propositions, guiding your teams in digital communication.
- Cultivate a Results-Driven Culture: Cultivate a results-driven culture, identifying obstacles and best practices in Digital Sales.
- Operational Excellence: Demonstrate operational excellence by managing key performance indicators, simplifying processes, and optimizing resources.
- Sales Meetings and Reviews: Conduct regular sales meetings and quarterly reviews, focusing on core metrics and insights.
- Inspirational Leadership: Lead as an inspirational role model to create a culture of sales and social selling excellence delivering value to clients and sponsors.
- Team Leadership: Extensive career history in building, leading, and inspiring teams with a growth mindset, consistently exceeding sales quotas in Data and Automation Platform software. Proficient in at least one (bonus points for multiple) and adept at understanding their interconnections.
- Technical Acumen: Proven technical acumen, capable of aligning clients' business needs with tech solutions, presenting compelling and easily understandable business value.
- Interpersonal and Communication Skills: Strong interpersonal, communication, and collaboration skills, with a track record of senior leadership networking, co-creation, and influence in closing deals ranging from $20k to $500k+.
- Agile and Modern Sales: Experience with agile techniques and modern sales methodologies, delivering solutions swiftly while guiding customers towards our products.
- Fluent Italian is required
- Experience with IBM's Products and Services: Experience of working with any of IBM's products and services (training across IBM's product suite /brands will be provided).
Proven track record of managing distributed software teams and achieving sales targets.
Experience working in a multinational or cross-cultural environment is a strong plus.