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 technical specialists. 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 and accountability, you'll partner with other sales and technical leaders across Red Hat, and our selling partners' eco-system to identify and qualify leads, land deals, and expand existing customer relationships.
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, a Digital Technical Specialist Manager has deep technical knowledge to remove all technical inhibitors to sales opportunities. A confident technical expert who is aligned to the Digital Sales squad territory team to design and demonstrate client solutions by leveraging current product capabilities. You'll support your digital sales squad and wider sales, product engineering, professional services and marketing network through the end-to-end sales process.
Your primary responsibilities will include:
- Sales Play, Technical Acumen & Value Proposition Communication: Continuously expands technical and competitive knowledge in Red Hat products and the application of modern IT architectures. Leverages technical activities and accelerators to progress opportunities through client calls. Understand client needs and can proactively influence client’s decisions and improve depth and breadth of customer technical capabilities. Understand critical sales plays and value propositions of Red Hat and support your teams in clearly communicating these to clients through various digital tools and techniques (demos, email, Web, social, messaging apps, CRM outreach, etc.).
- Results-Oriented Culture Establishment: Build a high performance sales team through key metrics deployment and performance management. Establish a culture focused on results, anticipating and identifying inhibitors and best practices to accelerate business outcomes and enhance performance across the spectrum of Digital Sales.
- Operational Excellence and Performance Management: Manage key performance indicators and sales targets, process simplification, and resource optimization to improve productivity, progression, conversion, and yield. Facilitate overall territory strategy and planning for effective coverage plan. Act as coach/mentor to squad members in both areas of selling as well, as career development.
- Red Hat Business Partnership: Builds and maintains relationships with key RH business partners in territory and engages them with squad members as part of territory management. Drives collaboration within the squad as well as with all Routes to Market (marketing, partners) as part of territory management.
- Sales Cadences and Business Reviews: Understand end to end sales process, and draw upon their expertise to communicate issues, solve problems, and improve sales execution to deliver business outcomes. Conduct weekly/biweekly cadences and quarterly business reviews, with a focus on core metrics, including technical wins, win revenue, along with sharing insightful lessons learned.
- Inspirational Sales Management: You will be an inspirational role model, creating a culture of sales and social selling excellence that delivers client and sponsor value.
- Relationship Management Skills: Ability to coach, mentor, lead and inspire a squad with a growth mindset, incorporating empathy, leadership, social skills and building long term relationship with the RH team.
- Proven Technical Acumen: Knowledge in Red Hat products, competitive landscape and the application of modern IT architectures. Demonstrable technical acumen, with the ability to align clients' business needs with technology solutions and convey the business value in a way that is both easy to comprehend and compelling for investment.
- Strong People and Communication Skills: Possess palpable people, communication, and collaboration skills, with a proven record of networking, co-creating solutions, and influencing throughout the successful closure and post-closure of complex technology sales cycles (including deals of $100k+).
- Agile Techniques and Modern Sales Methods: Experience in utilizing agile techniques alongside contemporary technology sales methodologies (e.g., consultative or challenger selling) to deliver results swiftly and nimbly, ultimately guiding customers toward our products rather than leading with them.
- Agility / Adaptability: Ability to lead a cross functional team and able to manage/adapt to constantly changing markets/client needs
- Execute the digital sales strategic mission: Understand the critical sales plays and value proposition of the organization, Roadmap of the mission, and evaluating new opportunities to engage.
- Experience with tools like Outreach, SalesLoft, Salesforce.com, LinkedIn Navigator.
- Advanced knowledge of UNIX or Linux systems, preferably in Red Hat platform offerings like Red Hat Enterprise Linux (RHEL)
- Broad understanding of the application life cycle from development to operations and its respective practices (DevOps)
- Previous experience in a technical presales or support role focused on DevOps, cloud computing, and Platform-as-a-Service (PaaS) or Container-as-a-Service (CaaS) technologies
- Knowledge of key technologies in DevOps, including Linux containers, container management, security, and continuous integration (CI) and continuous delivery (CD) tooling.
- Strong English written and verbal skills required.