IBM Sales Manager Cloud & Cognitive Industrial in Berlin, Germany

We are entering a new era in technology and a new era in business. It is the era of cognitive and cloud.IBM is a place where you can advance your career and develop your expertise. We are seeking an experienced Sales Professional on our cloud team. As an IBMer, you will collaborate with insightful colleagues in an environment that fosters creativity and free thinking. IBM is a world leader in this cognitive era, and we’re looking for talented professionals to navigate this new landscape with us. Join an innovative team that strives to make the world work better. And you’ll help our clients realize a future they did not think possible. Discover what you can do at IBM. Role and Ownership:

  • Senior sales/technical manager to lead the C&C Reps and C&C Technical Leaders for a given set of territories

  • ”Player-Coach" profile who leads from the front with active customer engagement

  • Accountable for C&C annual revenue and signings performance for a given territory, and client success as measured by client adoption and expansion of C&C portfolio of offerings in the client set assigned to C&C reps


  • Manage and balance quota allocation and territory alignment across the team.

  • Drive pipeline generation and progression activities across their team

  • Coaching C&C Reps and C&C Technical Leaders on priorities and engagement strategies across C&C portfolio

  • Responsible for driving skills and capability of their team

  • Remove inhibitors for engaging Business Unit resources

  • Remove inhibitors in contract and pricing to facilitate deal closing and improve yield

  • Facilitates and drives collaboration across IBM Cloud & Cognitive units to align SMEs to opportunities

    Deployment:Dedicated to a specific Market Unit; deployment of C&C Reps and C&C Technical Leaders to the target model: 1 teamed pair on IA, 1 teamed paired on 3 Industry Clients, GTM determined by Market GM for Industry exceptions (e.g. DACH, Japan, Federal) with a max ratio matching S&D client coverage Experience:

  • Expert level in sales/technical management, with demonstrated history of repeatedly meeting or exceeding quarterly targets

  • Expert understanding of IBM Cloud Services Agreement (CSA) and Passport Advantage Cloud Terms of Use knowledge

  • Expert level in building C&C account strategy including articulation of IBM’s unique value to the c-suite

  • Expert level in creating strong value propositions —helping client identify high-value C&C entry points (e.g. new applications, transforming existing applications, or starting a cloud sandbox)

  • Expert level in coaching and mentoring teams to achieve aggressive goals

  • Experienced level vertical industry knowledge with ability to articulate business models, value, pricing, terms

  • Foundation level in Cloud and / or Cognitive solutions including: DevOps, Hybrid integration, Bluemix IAAS and PaaS, Watson, Cloud Data Services, IOT, and Blockchain

  • Foundation level skill in Design Thinking & Agile methods

Experience:

  • Expert level in sales/technical management, with demonstrated history of repeatedly meeting or exceeding quarterly targets

  • Expert understanding of IBM Cloud Services Agreement (CSA) and Passport Advantage Cloud Terms of Use knowledge

  • Expert level in building C&C account strategy including articulation of IBM’s unique value to the c-suite

  • Expert level in creating strong value propositions —helping client identify high-value C&C entry points (e.g. new applications, transforming existing applications, or starting a cloud sandbox)

  • Expert level in coaching and mentoring teams to achieve aggressive goals

  • Experienced level vertical industry knowledge with ability to articulate business models, value, pricing, terms

  • Foundation level in Cloud and / or Cognitive solutions including: DevOps, Hybrid integration, Bluemix IAAS and PaaS, Watson, Cloud Data Services, IOT, and Blockchain

  • Foundation level skill in Design Thinking & Agile methods

  • Cloud WW Sales