Commercial Sales Manager

Your Role and Responsibilities

• At 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. To lead in this new era of technology and solve some of the world's most challenging problems.

Your Role and Responsibilities :

• Sellers in the Commercial Sales role are responsible for building and maintaining client relationships within the commercial seed territory of existing & new IBM clients.
• Individual will be responsible for the total revenue growth in the assigned EBU for the commercial seed segment that is aligned to the specific market.
• The Candidate will leverage lines of business, IT & developer relationships to grow IBM revenue, transactions, signings and monthly repeating revenues.
• Critical to success is building your territory strategies for effective account planning, when executed it leads to growth and new business for IBM. Emphasis will be on growing IBM services business (GTS, GBS, Cloud) and to mitigate client defection, expand existing contracts while signing net new services clients. Responsibilities include management of inbound client requests in the assigned commercial seed territory.
• The Candidate will work closely with the brand sellers and business partners to drive transactional and SaaS revenue. In this role, Commercial Sales Manager is the integrator of IBM before the client.
• They plan, facilitate and conduct negotiations reaching lasting agreements and commitments.
• Candidates leverage & embrace digital tools and tactics used to prospect for new buyers, identify opportunities weekly, and involve business partners and influencers as appropriate.
• They leverage industry knowledge & skills to grow YTY revenues & exceed sales targets. They also showcase a desire to learn industry, technical and consultative selling skills critical for success.

In summary, sellers in this role:

• Build strategies for territory revenue growth & MRR growth while exceeding budgets.
• Create and execute various tactics to build relationships & new pipeline.
• Use tools and digital sales methodologies to expand reach into the commercial seed territory and new buyers.
• Leverage client knowledge to lead both internal and external teams to close deals (i.e. Brand Specialists and Business Partners).
• Engage developers to expand IBM's solution & tools usage with clients.
• Improve client satisfaction in the way of NPS and new client references.