Brand Sales Manager: Data, AI and Automation – Industry Market

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