Sales Director – IBM Hybrid Cloud ANZ We live in a moment of remarkable change and opportunity surrounded by business analytics. Data and technology are transforming industries, society and even the workplace by creating professions that did not exist before the emergence of Cloud, analytics, mobile, and social technologies. As the largest technology and consulting employer in the world, IBM is a leader in this global transformation and just the place to continue and grow your career working with cutting edge cloud technologies. The Sales Director reports to the Head of Hybrid Cloud and is responsible for managing the large enterprise and Government sales team and achieving the required sales targets and business objectives for IBM Cloud across Australia and New Zealand. The team reporting to the Sales Director comprises named account sellers, and is supported by a number of skilled pre-sales and technical Professionals who report separately. As a key part of the Hybrid Cloud Leadership Team you will lead and drive your team in engaging customers and creating solutions which are tailored to each client/segment’s business needs. Additionally you will be responsible to manage the development of pipeline sufficient to achieve targets and accurately forecast and report across the portfolio. In order to develop your team success rate you will need to manage performance and conduct territory reviews, opportunity progression workshops and customer presentation rehearsals, bringing other IBM stakeholders into the review if they can provide assistance. Responsibilities:
Drive the sales team to achieve/exceed quarterly license/SaaS and Services signings (bookings) against quota – Success will come in the form of regular closing and managing a large pipeline of new business
Ensure accurate forecast is maintained in the Sales Connect tool across the portfolio/team and communicate status updates weekly or more often if required
Develop and implement sales plans and strategies to achieve signings and revenue targets
Maintain a comprehensive understanding of the competitive landscape
Lead by example through ability to present IBM Hybrid Cloud in person and on-line
Assist sales team members to approach prospects at all levels including focus on the CIO and CEO.
Maintain and build client retention measures and ongoing penetration/ up sell
Represent IBM Hybrid Cloud with the highest degree of professionalism, and integrity ensuring IBM’s policies and procedures are adhered to by the team
Based out of either Sydney or Melbourne you will be a self-starter, have a sound knowledge of the Cloud and Infrastructure software market andhave significant experience as a people leader. Comfortable working either autonomously or in conjunction with a larger team you will have the know-how to navigate a matrixed business (externally and internally) RequiredAt least 3 years experience in sales management / leadership with a proven track record of achievementAt least 5 years experience in Infrastructure Software Business Development with a proven sales track record (Ideally in Large Enterprise and/or Federal Government Sector)Proven experience working in a heavily matrixed organisation Job Location – Sydney or Melbourne IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.