IBM Hybrid Integration Digital Sales Leader in SAN FRANCISCO, California

As companies increasingly use cloud solutions to advance their digital transformation strategy, their new cloud-based applications need to be able to access data in existing systems of record. Integration solutions allow this to happen, through emerging technologies like APIs, as well as battle-tested technologies like Enterprise Service Bus, Gateways, and Messaging. IBM is the worldwide market leader in integration. The Integration team is part of IBM’s innovative and fast-paced Cloud division.As hybrid integration technologies are increasingly purchased by line-of-business and developer audiences, self-service discovery, learn, and trial assets have become a critical source of sales leads. We are looking for a seasoned digital sales leader who can help us advance our own digital transformation by building and leading a team of digital sales professionals to convert opportunities sourced through our digital pipeline. This position reports to the Director of Offering Management, who is responsible for overall P&L Hybrid Integration business line.Job Responsibilities• Build, lead, and coach a team of technically-skilled sales reps responsible for taking opportunities from identification through closure working with clients in a digital engagement model.• Develop an effective worldwide digital sales strategy combining e-mail, e-nurture, webinar, meet-up, phone, in-app, and face-to-face client interaction• Participate in select client engagements with reps to provide real-time feedback and coaching, to develop their sales skills.• Team with technical pre-sales team to provide demos and architecture discussions as needed to progress qualified leads• Establish effective “just enough governance” and data-driven sales leadership model by instilling and nurturing an effective Customer Relationship Management (CRM) culture using modern CRM tools• Deliver quarter to quarter improvement in digital opportunity conversion rates• Partner with customer success team to ensure deployment/adoption of sold solutions• Partner with marketing and customer success teams to pursue advocacy from deployed clients• Partner with Digital Sales Leadership and Offering Management/Product Management to effectively measure Key Performance Indicators.• Present results in monthly executive “digital dashboard” reviews, providing insights on what worked well and what opportunities exist for improvement• Drive best practices to ensure consistent forecast sales on a monthly basis• Build and maintain relationships with key executives and decision makers• Maintain a positive curiosity and can-do attitude.• Demonstrate thought leadership with customers and stay apprised of the industry trends by contributing to social media sites (i.e. Twitter, LinkedIn, etc.)rterbpna

  • 5+ years of experience with business, outside sales or inside sales, with knowledge of technology

  • 1+ years management experience

  • Knowledge of Sales Force and/or Sugar CRM

  • Must be proactive, friendly and well-spoken

  • Demonstrate effective time management and organization skills

  • Possess a natural ability to network and build lasting business relationships

  • Display excellent written and verbal communication skills

  • Self-starter with a can-do attitude

  • Existing knowledge of Integration market, OR demonstrated ability to learn new concepts quickly

  • Demonstrated ability to coach individuals to improved performance and advancement

Integration Offerings