We live in a moment of remarkable change and opportunity. Data and technology are transforming industries, society, and even the workplace–by creating professions that did not exist before the emergence of data, cloud, social, and mobile. As the largest technology and consulting employer in the world, IBM is a leader in this global transformation and just the place to continue your career.
The Analytics Portfolio First Line Manager leads a team of sales representatives who are responsible for the sale of IBM Analytics products and solutions to meet/exceed key business measurements and reporting requirements. The role is focused on accounts within the Automotive, Oil & Gas, Aerospace & Defense and Electronics industries spanning the country. Responsibilities include developing and cultivating client relationships and satisfaction, successfully resolving any complaint issues; ensuring department revenue, cost and expense targets are met; developing short-term department planning objectives including resource requirements and client approaches; ensuring the appropriate skill mix is maintained for the customers and/or focus areas assigned; identifying and ensuring satisfactory completion of all skills development required by sales representatives to perform assignments; and successfully executing the basic management responsibilities common to all IBM managers. Leverage IBM as a global company to achieve local business objectives. Required Responsibilities:
Territory focuses on IBM major accounts within the Industrial Market
Revenue attainment of Analytics enterprise (on premise and SaaS) license in the territory
Recruitment and hiring of IBM Analytics Account Representatives
Research and identification of strategic territories for investment
Development of additional routes to market for Analytics software in the territory
Forecasting and ownership of the Analytics business
Proven track record in leading a complex enterprise software sales team to surpassing revenue goals
Ability to integrate an acquisition solution or sales force into the current sales model
Industry expertise or experience selling into Automotive, Oil & Gas, Aerospace & Defense and Electronics industries is desirable.
Proven track record of owning, cultivating and growing an enterprise sales territory
Experienced in hiring, mentoring, coaching, and leading account representatives
Ability to develop a strategic plan at the same time as executing on tactical quarterly commitments
Leadership in the areas of performance management, pipeline generation, and deal progression
Proficient in accurately forecasting a software transactional business
Creative problem solver when dealing with "building a business"
Positive, motivational, and inspiring sales manager
Experience with or in Industrial Market clients (Auto, Oil & Gas, Electronics, Aero & Defense)
Proven track record in leading a complex enterprise software sales team to surpass revenue goals.
At least 4 years experience in enterprise level sales
At least 4 years experience in prospecting and lead generation
At least 3 years experience in / knowledge of Analytics software solutions
At least 1-2 years experience in selling SaaS solutions
Analytic SW Sales