First Line Manager - TSS Digital Sales

IntroductionAt 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

Develop and execute a management system of a growing team of digital sellers.

Keep the team focused and charged to deliver on quarterly objectives every quarter

Work closely with Marketing, Channels & TSS field management in the markets to ensure a supportive ecosystem for the digital sellers to thrive and be successful

Develop and maintain a system of continuous education for the team

Run and manage sales cadences that focus on core metrics of Revenue Attainment, Renewal Rates, Pipeline Progression, and new Opportunity Identification

Ensure timely reporting via Customer Relationship Management tool-Atlas

Gather market information including competitor activity, and report to TSS and Digital management regarding opportunities, trends and challenges

Maintain effective communication across key departments and senior leadership team

Lead sales team to meet and/or exceed monthly and quarterly quota objectives

Enhance sales performance through expanded use of digital and social processes and capabilities.

Demonstrate operational excellence through the disciplined management of key performance indicators, streamlining of inside sales processes and optimized resource deployment to improve pipeline yields and drive seller productivity.

Responsible for recruitment, performance management, retention, skill-enhancement, training and succession planning. You will drive superior sales performance through pervasive sales coaching.

As an IBM Sales leader you will be an inspirational role model, creating a culture of sales and social selling eminence that deliver Client and Sponsor value.

Guide the process, ensuring the right materials and stakeholders are involved and available to ensure successful outcomes of each new business pitch

Drive a client first culture with superior NPS outcomes and client references for TSS

Key Attributes:

Self starter

Articulate and confident in communication skills

Ability to build and manage a new team

Commitment to stay current with IBM’s TSS offerings and industry/sector trends

Ability to articulate, define and execute creative strategies to grow the TSS logo renewal business in assigned territories and manage specialty offerings for productivity and client value

Top notch communication skills, both written and verbal

Ability to establish rapport at multiple levels of decision makers

Skilled in negotiation and problem solving

Experience managing sales cycles from opportunity identification to close

Strong understanding of technical concepts, data center technologies, and maintenance trends

Required Technical and Professional Expertise

Candidates must have at least 3 years of relevant IT sales and / or consulting experience.

Must have proven track of success in achieving quota as a seller and experience in selling IBM TSS services.

Solutions oriented mindset and skilled in prospecting into new clients and new buyers.

Ability to train, mentor, and coach individuals at various stages of development

Ability to work in a fast-paced, self-directed entrepreneurial environment

Prominent organizational, presentation and time management skills

Ability to learn and apply product knowledge in a timely fashion

Readiness to travel 25% annually.

English: Fluent.

Preferred Technical and Professional Expertise

Experience with IBM Digital sales organization, business processes and supporting technology is highly desired (2+ yrs)

Client relationship sales experience (3+ yrs)

Knowledge around IBM services solutions and related TSS processes (1+ yrs)

About Business UnitDigital Sales is a specialized sales organization with a purpose-built infrastructure consisting of Global Digital Sales Centers in Atlanta GA, Chicago IL, Dallas TX, and Littleton MA. Digital Sales teams engage with clients of all sizes and markets to grow their businesses by solving strategic and tactical business problems with IBM's proven cognitive and cloud technology solutions.Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.Being You @ IBMIBM 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.