Market Development Manager

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
You are an energetic leader who has a track record of leading high performing sales or sales development teams. We want a person who can step into this role grow the team and grow with the organization. You are eager to provide references from both people you have managed and who have managed you. Your reputation speaks volumes on how you conduct your business. You must have an aptitude and desire to build high-performing teams build consensus resolve conflict and solve tough business problems roll-up sleeves and aggressively meet the team’s goals.

Us: We are a curious urgent and energetic group of Sales Development professionals. We focus on large enterprise customers. We take pride in training our team to be great enterprise salespeople. Their next job is selling to CIOs of billion-dollar companies. 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.

The Manager Sales Development is responsible for hiring training developing and managing a successful team of Sales Development Executives with a mission of acquiring new enterprise clients and consistently exceeding quarterly and annual quotas for the assigned region. This is a performance-based culture with a strong track record of meeting our targets.

• Provide leadership for a collaborative high performing sales team. Inspire empower and motivate.
• Set the stage for the team’s performance by building and maintaining an environment that is comfortable yet intense.
• Coach to a plan and help eliminate blind spots in your team’s skill set.
• Ensure accountability with daily inspection of progress to goals.
• Onboard retain and motivate the necessary staff to meet and exceed objectives; Provide career development and mentorship.
• Become a professional in the art and science of sales development.
• Attend shows participate in forums become a leader in the community.
• Direct sales activities to ensure that company revenue goals and objectives are achieved quarter over quarter and year over year.
• Accurately forecast based on expertise in qualification and sales process r
• Segment territory to best use resources to cover accounts.
• Coach sales team to incorporate knowledge of Apptio’s products and services the consumer and key competitors into the sales process and use that knowledge to uncover customer needs and create value-based solutions.
• Collaborate with solutions engineering account management corporate sales alliances professional services product and engineering teams to create a seamless customer experience.
• 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.
• Execute business sales and marketing plan for assigned region.
• Provide regular informal and formal performance feedback to direct reports.
• Ensure team is trained effectively on the sales process and coaches them to effectively execute.
• Provide recognition of the right behaviors as well as positive coaching for areas of improvement.
• Effectively handle conflict that may arise both internally and with the customers.
• Share best practices regarding tools sales techniques and account management with peers and team members.

Required Technical and Professional Expertise

• Bachelor’s degree or equivalent experience
• 5+ successful years selling software.
• Demonstrated leadership skills.
• Demonstrated understanding and experience using Sales Engagement platforms (Outreach.io preferred)

Preferred Technical and Professional Expertise

• Proven 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.
• Proven experience in implementing managing and adjusting sales process and GTM strategies in a complex enterprise environment.
• Adept at data-driven business management. (Tableau or Sales force Reports)
• Proven methodology around Salesforce Hygiene and management of a complex and diverse sales team.
• A clear and concise plan on their career progression and goals.
• Proven track record of selling complex applications to the CIO CFO AND their underlings.