Brand Sales Manager - Data, AI & Automation

Introduction
At IBM our clients have the future in mind. Our job is to help them get there. As part of IBM’s DAA- Data and AI sales team you will work with clients as they transform organizations and entire industries which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough analytic solutions and Cloud platforms to help businesses extract critical insights and transform how they serve their clients.

Your Role and Responsibilities
A Brand Sales Manager career within IBM means being a leader. Someone who sets the tone for collaboration innovation and growth across your team of Technology Brand Sales Specialists 3rd party sales partners and client contacts within any given market and /or territory. Applying ownership accountability and autonomy for your entire book of business you’ll work through and with multiple teams and stakeholders – internal and external to IBM – as you execute your strategy against account plans that consistently deliver value for your clients.

Excellent onboarding training will set you up for positive impact and success whilst ongoing development will continue to advance your career through its upward trajectory. 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 you’ll support multi-skilled teams of exceptional sales and technical talent to identify qualify and develop ‘trusted-advisor’ relationships with their clients. The results of which will persuade them to invest in our contemporary cloud data AI and automation offerings.

Your primary responsibilities will include:

• Foster executive client relationships
• Be present in the territory every week lead from the front
• Create new entry points into accounts
• Develop at least 1 strategic/transformative opportunity to pursue each half
• Ongoing seller coaching to deliver quarterly results
• Drive consistent performance across the team to ensure every seller contributes to quarterly results
• Document structured coaching plans to aid sellers who are challenged to create progress or win opportunities
• Increase Partner revenue from Partners with local presence and skills
• Form strategic partnership with local Partners that will Cosell with your team
• Design and execute local Partner plans to increase account penetration and uncover new opportunities
• Facilitate Cosell with partners who bring new opportunities to the team

Required Technical and Professional Expertise

• Multiple years of software sales experience (with a focus Data AI and Automation is a plus)
• Multiple years of direct enterprise software/SaaS sales to commercial customers a must
• 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 6-7 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 Cloud solutions
• Minimum of a bachelor’s degree or equivalent job experience (having a master’s degree is a plus)
• Manage and develop a team of Sales Specialists who work closely with IBM ecosystem Partners
• 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 be located in Southeast region USA.

Preferred Technical and Professional Expertise
N/A