Sales Manager - IBM National Practice

Accountabilities:

• • Lead, coach, and develop a team of Account Managers, Account Executives, and/or Client Executives, including hiring, onboarding, retention, performance management, and career development.
  • Establish clear expectations and provide regular coaching, feedback, and guidance to improve individual and team sales performance.
  • Develop and assign sales plans and territories aligned with segment objectives, customer needs, and available resources.
  • Execute operating plans that support revenue, profitability, and sales growth targets.
  • Monitor team performance through relevant metrics, sales activity, and business results, using data to identify opportunities and adjust tactics.
  • Oversee customer relationships and help ensure a consistently strong customer experience across the sales cycle.
  • Collaborate with field sales organizations, technology partners, and vendor stakeholders to strengthen opportunities and deliver customer outcomes.
  • Help the team apply segment-specific strategies, understand customer challenges, and effectively position relevant technology solutions.
  • Coach sales professionals to use outcome-based selling approaches and connect solutions to measurable business results.
  • Optimize territory coverage, account prioritization, and resource allocation within the assigned team.
  • Lead the team through organizational changes, new initiatives, and ambiguity while maintaining clear communication, accountability, and operating discipline.
  • Encourage responsible adoption of AI tools and practices to improve sales strategy, decision-making, productivity, and team capabilities.
  • Maintain a culture of continuous learning, collaboration, curiosity, and high performance.

  Requirements:

  • 5+ years of relevant sales experience, with experience in technology solutions, services, or a related environment.
  • 0–3 years of formal people-management experience, or equivalent leadership experience within a sales organization.
  • Associate’s degree or equivalent professional experience; candidates with substantial sales management experience may be considered in lieu of formal education.
  • Strong knowledge of sales planning, territory management, customer relationship development, and performance management.
  • Excellent communication, interpersonal, coaching, and team-motivation skills.
  • Demonstrated ability to hire, develop, retain, and manage diverse sales talent.
  • Proficiency with CRM systems and sales technology, with the ability to use sales data and market trends to guide decisions.
  • Strong understanding of technology products and services and the ability to translate their value into customer outcomes.
  • Ability to align day-to-day team activity with broader business objectives and segment strategies.
  • Strong strategic and analytical thinking, including the ability to navigate complex organizational environments and adjust tactics based on data.
  • Ability to lead effectively through transformation, ambiguity, and changing business priorities.
  • Comfortable learning and promoting AI-enabled tools and practices, with an open and curious approach to new technology.
  • Strong customer and partner orientation, with the ability to build trust and maintain productive relationships.
  • Willingness to travel up to 20% for customer meetings and business needs.

  Benefits:

  • Base salary range of $80,000–$105,000, depending on experience and skill set.
  • Annual bonus target of $95,000, subject to applicable plan terms and conditions.
  • Comprehensive employee benefits and support programs.
  • Access to healthcare and other benefits through the organization’s benefits program.
  • Opportunity to lead and develop a sales team within a large-scale technology solutions environment.
  • Exposure to major technology partners, customers, and complex business challenges.
  • Opportunities for professional development, continuous learning, and leadership growth.
  • A collaborative and inclusive workplace focused on customer impact, innovation, and teamwork.
  • Opportunity to help shape responsible AI adoption and build AI fluency across the organization.
  • Remote work opportunity within the United States.