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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 10 jours
Type de contrat
  • Temps plein
Description de poste

As an Inside Sales Manager at IBM, you’ll lead one of the most important growth engines in the company — our inside sales organization. You’ll coach and inspire a high‑performing team of Sellers and Development Reps who manage inbound demand, velocity‑based outbound prospecting, client calls, virtual demos, and opportunity development across Canada.

This is a leadership role for someone who knows how to run a modern, metrics‑driven inside sales floor and build a culture of performance, collaboration, and client value. You’ll operate as the “conductor” of a connected sales squad, uniting sellers, technical specialists, marketing, ecosystem partners, and the broader IBM sales organization toward shared revenue goals.

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),

and Salesforce (pipeline management + forecasting).

  • Ability to analyze tool usage, optimize cadences, and coach AEs on improving performance with these platforms.

Outbound Sales & Pipeline Generation

  • Drive high‑volume outbound activity (team minimum : 150+ calls / week).
  • Expertise in outbound strategy – sequencing, target selection, messaging, objection handling, and pattern recognition.
  • 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.
  • Coach AEs on crafting compelling emails, social posts, and outreach sequences that convert.
  • Teach reps when to escalate to a technical expert and how to bring 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, and Closing coordination.
  • 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.
  • 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.
  • Translate field insights into actionable feedback for marketing and offer teams.

    • Data, Metrics & Performance Management

  • Manage and drive performance using dashboards, analytics, and activity data.
  • 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.

    • Required education

    Bachelor’s Degree

    Preferred education

    Master’s Degree

    Required technical and professional expertise

  • 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.
  • Hands‑on experience with modern sales engagement platforms such as Orum, ZoomInfo, LinkedIn Sales Navigator, and Salesforce.
  • Ability to analyze tool usage data and coach sellers on improving effectiveness.
  • Strong understanding of outbound motions, including sequencing, messaging, and persona‑based outreach.
  • Experience applying qualification frameworks such as MEDDIC / MEDDICC, BANT, or similar.

    • Digital Sales Tools Proficiency

  • Hands‑on experience with modern sales engagement platforms such as SalesLoft, Orum, ZoomInfo, and Salesforce.

    • 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 happening of qualification frameworks like MED CD and gu

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