Software Client Leader Sales Manager

Job ID S_D-0615963 Job type Full-time Regular Work country USA Position type Professional Work city - Any (DE),DE, - Any (PA),PA Posted 14-Nov-2013 Travel 25% travel annually Job area Sales Business group IBM Sales & Distribution Job category Sales Business unit Software Sales Job role Solution Sales Manager Job role skillset General Commissionable/Sales-Incentive jobs only Yes

Job description

The Software Client Leader Sales Manager manages a team of sales representatives who are responsible for the sale of IBM products, solutions and/or services to meet/exceed key business measurements and reporting requirements. As an IBM sales leader they need to be a role model, inspire their teams, drive a culture of sales eminence and deliver client value. Responsibilities: - Cultivates C-level client and supporting partner relationships to develop insights into market needs, client pain points, and client buying behavior to create and deliver value propositions that respond to the client's value drivers. - Creates win-win situations through flexibility and by making tradeoffs. - Provides thought leadership. Understands the client's business, including their organization, financial decision-making process and business challenges in order to deliver client value. - Accountable for the sales organization's performance to meet business and client commitments and promote long-term client relationships. - Ensures financial integrity as well as oversees budgeting, planning and business controls. - Enhances performance and sales productivity by optimizing territories and routes to market, utilizing account planning, etc. - Utilizes the Technical Support organizations' (pre-sales, post-sales, labs, research, etc.) capabilities to drive business performance to ensure client satisfaction. - Leverages cross-IBM solutions, client, industry, and marketplace knowledge to drive a growth strategy that creates for the client a consistent perspective. - Collaborates with executive team, business partners, and Brands to execute strategy. - Serves as a role model for IBM Values and operates with a client value mindset. - Effectively leads and communicates the sales strategy to motivate employees, create a high-performing and collaborative environment, and unify team IBM. - Leads IBM and business partner resources with various levels of skills, technical expertise and tenure to deliver a superior total client experience. - Builds a strong team by attracting, developing, and retaining people in the right roles. - Executes internal/external hiring, and utilizes business partners to complement the skill set of the team. Key Attributes: - Applies an understanding of the client's industry, including industry trends, industry financial measurements, and key industry players and competitors to deliver solutions that address client needs. - Understands IBM business strategies, offerings/technology, and services portfolio and how these translate into solutions which address client needs.

Required At least 4 years experience in Software Sales Readiness to travel 25% travel annually English: Fluent

Preferred Bachelor's Degree At least 2 years experience in Sales Management

IBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.