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Inside Sales Manager - Technology Sales
Inside Sales Manager - Technology SalesIBM • Markham, York Region, CA
Inside Sales Manager - Technology Sales

Inside Sales Manager - Technology Sales

IBM • Markham, York Region, CA
Il y a 11 jours
Type de contrat
  • Temps plein
Description de poste

Inside Sales Manager - Technology Sales

IBM is seeking an Inside Sales Manager to lead our inside sales organization. You’ll coach a high‑performing team that manages inbound demand, outbound prospecting, client calls, virtual demos, and opportunity development across Canada.

Your Role And Responsibilities

Digital Selling Tools & Tech Proficiency

  • Strong working knowledge of modern digital selling tools, including Orum (parallel dialing), SalesLoft (cadences + automation), ZoomInfo (data enrichment + targeting), LinkedIn Sales Navigator (prospecting + social selling), Salesforce (pipeline management + forecasting).
  • Ability to analyze tool usage, optimize cadences, and coach AEs on improving performance with these platforms.

Outbound Sales & Pipeline Generation

  • Comfortable driving high‑volume outbound activity expectations (team minimum : 150+ calls / week).
  • Expertise in outbound strategy — sequencing, target selection, messaging, objection handling, and pattern recognition.
  • Ability to help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas (Developer, Architect, CIO, CTO, VP‑level).

    • Digital Prospecting & Social Selling

  • Strong understanding of multichannel outreach (phone, email, LinkedIn, social touchpoints) to create demand and engagement.
  • Ability to coach AEs on crafting compelling emails, social posts, and outreach sequences that convert.
  • Skilled at teaching reps when to elevate to a technical expert and how to add value to different buyer personas.

    • Sales Process & Execution Excellence

  • Deep understanding of end‑to‑end sales motions, including Interest Development & Discovery Progression, Qualification (IBM’s Client Value Method), Storytelling & Client Intimacy, Hand‑offs to technical or partner teams, Closing coordination.
  • Ability to coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene.

    • Partner Ecosystem Collaboration

  • Experience working with channel or ecosystem partners to scale outreach, co‑sell, or expand accounts.
  • Ability to guide reps on leveraging partners for introductions, validation, demos, and technical resources.

    • Communication & Stakeholder Alignment

  • Clear, confident communicator capable of influencing across marketing, technical teams, product teams, and partner orgs.
  • Ability to translate field insights into actionable feedback for marketing and offer teams.

    • Data, Metrics & Performance Management

  • Comfortable managing and driving performance using dashboards, analytics, and activity data.
  • Ability to identify performance gaps quickly and coach reps toward consistent weekly execution.
  • Strong understanding of funnel metrics (activity → conversations → meetings → SQLs → wins).

    • Mindset & Attributes

  • High‑energy leadership style; thrives in a fast‑paced, always‑learning sales environment.
  • Passion for developing talent and seeing early‑career sellers succeed.
  • Bias for action : comfortable experimenting, iterating, and modernizing sales motions.
  • Strong sense of accountability for team results, pipeline health, and quota attainment.

    • Preferred Education

    Master’s Degree.

    Required Technical And Professional Expertise

    Sales & Leadership Experience

  • 3–5+ years of B2B sales experience in a digital, inside sales, or outbound‑driven environment.
  • 2+ years of sales leadership or team‑lead experience, ideally managing early‑career or new‑to‑sales reps.
  • Proven track record of meeting or exceeding pipeline and revenue targets.

    • Digital Sales Tools Proficiency

  • Hands‑on experience with modern sales engagement platforms such as SalesLoft, Orum or high‑volume dialing platforms, ZoomInfo, LinkedIn Sales Navigator, Salesforce CRM.
  • Ability to analyze tool usage data and coach sellers on improving effectiveness.

    • Outbound Prospecting & Pipeline Development Skills

  • Strong understanding of outbound motions, including sequencing, messaging, and persona‑based outreach.
  • Demonstrated ability to coach or execute effective cold calling, email prospecting, and social engagement.
  • Experience applying qualification frameworks such as MEDDIC / MEDDICC, BANT, or similar.

    • Communication & Coaching Expertise

  • Ability to clearly articulate sales concepts and simplify complex ideas for new sellers.
  • Skilled in delivering structured feedback, running coaching sessions, and modeling effective sales conversations.
  • Strong written communication skills (email writing, messaging refinement, social selling guidance).

    • Data & Sales Performance Management

  • Proficiency in interpreting sales metrics (activity, conversion rates, funnel progression, forecast accuracy).
  • Experience using dashboards, analytics, and reports to drive decisions and improve team performance.
  • Strong competency in establishing and reinforcing execution rhythms.

    • Cross‑Functional Collaboration Skills

  • Experience collaborating with technical teams, marketing, partner organizations, and field sales.
  • Ability to work within a matrixed enterprise, build alignment, and influence stakeholders.
  • Comfort leveraging partner ecosystem relationships in the sales process.

    • Technical Aptitude

  • Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts.
  • Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly.
  • Comfort engaging technical personas (developers, architects) during outbound outreach.

    • Preferred Technical And Professional Experience

  • 3+ years of selling software or cloud services.
  • 2+ years in technology sales management.
  • Knowledge of French is a plus.

    • Location & Compensation

    Markham, Ontario, Canada – Salary : CA$70,000.00 – CA$80,000.00

    #J-18808-Ljbffr

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