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

Inside Sales Manager - Technology Sales

IBM • Markham, York Region, CA

10 days ago

Job type

Full-time

Job description

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

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Inside Sales Manager • Markham, York Region, CA

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