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Inbound Sales Manager

4 months ago

Cambridge, United States IBM Full time

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

You: You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and ability to manage and focus in a complex and dynamic environment. You will communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You have experience leading, coaching and mentoring sales development teams. You can step into this role, grow the team and grow with the organization.

Us: The Apptio Inbound Sales Organization is a curious, urgent and high-spirited group of Sales Development professionals. Your team focuses on commercial market customers with $1B or less in revenue. Our passion is only matched by our conviction of what the Apptio portfolio can bring to World-class IT and Finance organizations. Focused on results, we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.

Your Role and Responsibilities
- Lead an international team of SDRs, and optimized the selling experience to best position our products in various company types, sizes, and cultures
- Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partner-centric mindset.
- Onboard, retain, and motivate the team to meet and exceed objectives; Provide career development and mentorship.
- Execute business, sales and marketing plan for assigned region.
- Accurately forecast based on expertise in qualification and sales process review.
- Segment territory to best use resources to cover accounts.
- Coach the sales team to incorporate knowledge of Apptio’s solutions, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and craft value-based solutions.
- Collaborate successfully with Commercial Digital Sales Reps to optimize team selling productivity.
- Provide value-added market intelligence to the Sales, Product, and Customer Success teams.
- Lead prospecting activities into your account base.
- Develop and execute a strong prospecting plan of attack, including call scripts, audience segmentation and approach.

Required Technical and Professional Expertise
- 3+ successful years selling software
- Demonstrated leadership skills
- Previous Sales and Marketing experience, and a deep understanding of the seller and marketer experiences
- Ability to drive transformation projects, working with multiple stakeholders and constituencies to achieve business objectives

Preferred Technical and Professional Expertise
- Confirmed methodology around Talent Management, specifically around hiring, enabling, enriching, and retaining world-class sales and sales development talent. Also, track record of moving out non-performers.
- Shown experience in implementing, managing, and adjusting sales processes and GTM strategies in a complex, enterprise environment.
- Adept at data-driven business management.
- Shown methodology around Salesforce Hygiene and management of a complex and diverse sales team.

About Business UnitIBM 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.

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