Brand Sales Manager: Data, AI and Automation

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. Your Role and Responsibilities The IBM Data, AI, and Automation business is growing. With our rapid growth we are seeking a driven and experiential software sales leader who has robust sales acumen with an innate aptitude to be a player coach with a dynamic team of sales specialists. Candidates applying for this role are expected to have strong sales experience with a track record for overachieving quota while focusing on the client outcomes and customer success. You should be a self-starter who is prepared to develop and execute against an territory plan by account and consistently deliver on quarterly revenue targets. To be successful in this role you are required to possess both a sales and sufficient technical background that enables you to drive an engagement at the CXO level as well as with Line of Business leaders, IT leaders (Directors, VPs, etc.) and IT architects. You must be a strong and a creative thinker who thrives in a multi-team environment and adopts all aspects of selling. You thrive in a fast-paced, dynamic environment and embrace change. As a software sales leader, you will participate in a hybrid i.e., in-person and virtual account team-selling environment. With heavy emphasis on in-person. You will assume the ownership role for coaching a team of brand sales specialists who have assigned business territory to drive the identification and qualification of new Data, AI, and Automation business opportunities, developing and executing account and opportunity plans leading to the generation of both new business (new logo, cross-sell, upsell, consulting & training) and renewal business through software product license/subscriptions and service offerings. In addition, the role requires that you facilitate and maintain successful relationships with customers, which will be measured by their reference ability, Net Promoter Score, customer satisfaction levels and increased annual recurring revenue levels. Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs. Required Technical and Professional Expertise Minimum 6+ years of software sales experience (all 6 years with a focus Data, AI and Automation is a plus) 5+ years of direct enterprise software/SaaS sales Technical acumen with the ability to relate it with business value and explain how that drives client outcomes Hard worker and a top sales performance and knowledge of commercial sales Closed software business 7 figure deals (and reputation /customer credibility to back it up) Comfort with an enterprise and transactional sales model High creativity and the capacity to multitask Excellent forecasting, prospecting, qualifying, closing skills and ability to build strong partner relationships Experience selling Enterprise License Agreements Build strong partnerships and align with internal and cross functional SMEs on enablement content creation and delivery. Monitor and adjust the enablement plan as necessary to ensure alignment with changing business conditions and performance gaps identified via qualitative observations and quantitative measurements. Manage the intake process and prioritize enablement requests based on expected business impact. Demonstrate discipline to build, work and strategically revise the plan versus reacting and responding to ad-hoc requests. Must currently be authorized to work in the United States on a full-time basis Preferred Technical and Professional Expertise Leadership certification, brand expertise, examples of mentorship inside and outside of IBM. Leadership Experience (FLM, Sales Manager, Team leader) Manage and develop a team of Sales Specialists who work closely with IBM ecosystem Partners 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. Your Life @ IBMIn 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 IBMIBM’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. Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law. Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status. #J-18808-Ljbffr