As an Inside Sales Manager at IBM you’ll lead one of the most important growth engines in the company — our inside sales organization. You’ll coach and inspire a high-performing team of Sellers and Development Reps who manage inbound demand verlocity based outbound prospecting client calls virtual demos and opportunity development across Canada.
This is a leadership role for someone who knows how to run a modern metrics-driven inside sales floor and build a culture of performance collaboration and client value. You’ll operate as the “conductor” of a connected sales squad uniting sellers technical specialists marketing ecosystem partners and the broader IBM sales organization toward shared revenue goals.
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Strong working knowledge of modern digital selling tools including (or similar to):
• Orum (parallel dialing)
• SalesLoft (cadences + automation)
• ZoomInfo (data enrichment + targeting)
• LinkedIn Sales Navigator (prospecting + social selling)
• Salesforce (pipeline management + forecasting) -
Ability to analyze tool usage optimize cadences and coach AEs on improving performance with these platforms.
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Comfortable driving high-volume outbound activity expectations (team minimum: 150+ calls/week ).
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Expertise in outbound strategy — sequencing target selection messaging objection handling and pattern recognition.
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Ability to help reps refine talk tracks sharpen value propositions and personalize outreach for different personas (Developer Architect CIO CTO VP-level).
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Strong understanding of multichannel outreach (phone email LinkedIn social touchpoints) to create demand and engagement.
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Ability to coach AEs on crafting compelling emails social posts and outreach sequences that convert.
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Skilled at teaching reps when to escalate to a technical expert and how to bring value to different buyer personas.
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Deep understanding of end-to-end sales motions including:
• Interest Development & Discovery Progression
• Qualification (IBM's Client Value Method (CVM))
• Storytelling & Client Intimacy
• Hand-offs to technical or partner teams
• Closing coordination -
Ability to coach reps through pipeline creation qualification depth forecasting and opportunity hygiene.
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Experience working with channel or ecosystem partners to scale outreach co-sell or expand accounts.
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Ability to guide reps on how to leverage partners for introductions validation demos and technical resources.
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Clear confident communicator capable of influencing across marketing technical teams product teams and partner orgs.
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Ability to translate field insights into actionable feedback for marketing and offer teams.
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Comfortable managing and driving performance using dashboards analytics and activity data.
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Ability to identify performance gaps quickly and coach reps toward consistent weekly execution.
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Strong understanding of funnel metrics (activity → conversations → meetings → SQLs → wins).
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High-energy leadership style; thrives in a fast-paced always-learning sales environment.
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Passion for developing talent and seeing early-career sellers succeed.
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Bias for action: comfortable experimenting iterating and modernizing sales motions.
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Strong sense of accountability for team results pipeline health and quota attainment.
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3–5+ years of B2B sales experience in a digital inside sales or outbound-driven environment.
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2+ years of sales leadership or team lead experience ideally managing early-career or new-to-sales reps.
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Proven track record of meeting or exceeding pipeline and revenue targets.
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Hands-on experience with modern sales engagement platforms such as:
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SalesLoft (or equivalent cadence/engagement tool)
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Orum or high-volume dialing platforms
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ZoomInfo or other data-enrichment tools
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LinkedIn Sales Navigator for social selling
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Salesforce CRM for pipeline and forecasting
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Ability to analyze tool usage data and coach sellers on improving effectiveness.
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Strong understanding of outbound motions including sequencing messaging and persona-based outreach.
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Demonstrated ability to coach or execute effective cold calling email prospecting and social engagement.
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Experience applying qualification frameworks such as MEDDIC/MEDDICC BANT or similar.
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Ability to clearly articulate sales concepts and simplify complex ideas for new sellers.
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Skilled in delivering structured feedback running coaching sessions and modeling effective sales conversations.
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Strong written communication skills (email writing messaging refinement social selling guidance).
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Proficiency in interpreting sales metrics (activity conversion rates funnel progression forecast accuracy).
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Experience using dashboards analytics and reports to drive decisions and improve team performance.
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Strong competency in establishing and reinforcing execution rhythms.
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Experience collaborating with technical teams marketing partner organizations and field sales.
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Ability to work within a matrixed enterprise build alignment and influence stakeholders.
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Comfort leveraging partner ecosystem relationships in the sales process.
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Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud AI and automation concepts.
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Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly.
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Comfort engaging technical personas (developers architects) during outbound outreach.
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High-energy leader with a passion for developing talent.
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Bias for action resilience and comfort in a fast-paced digital sales environment.
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Curiosity and adaptability with new tools methods and sales techniques.
- 3+ years of selling software or cloud services
- 2+ years in technology sales management
- Knowledge of French is a plus