Introduction
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 the 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).
Rôle et responsabilités
Role FocusYou are accountable for...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 journeySales 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 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
Formation requise
Baccalauréat
Expertise professionnelle et technique requise
- 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)