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IBM Commercial Operations Leader in Philadelphia, Pennsylvania


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. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

IBM, in support of Acoustic is searching for a Commercial Operations Leader to join our organization. As a Commercial Operations, you will primarily be responsible for leading the harmonization between Sales Operations and Marketing Operations.

Additional Responsibilities include:

  • Define market and customer segments and quantify the respective opportunity

  • Establish sales territories and design sales coverage model to cover customer segments

  • Participate in the creation of the comprehensive channels program

  • Establish the right rigor and discipline to monitor pipeline on a recurring basis and ensure accuracy of forecasts

  • Partner with sales team throughout the sales cycle (from quoting and proposal to post-sale feedback) to ensure high levels of operational excellence and customer satisfaction

  • Create the infrastructure of technology, metrics and data analytics that generate advanced business intelligence to guide commercial decisions and drive accountability for results

  • Establish and maintain current client and prospect database to ensure there is no daylight between marketing and sales

  • Manage the sales budget and recommend the required trade-offs to ensure required resources are in place while optimizing the cost structure

  • Provide input into the marketing budget

  • Create sales compensation plans for 2020 considering granular growth plan at territory and customer levels

  • Participate the in the creation of the overall Acoustic business plan

  • Create and maintain current and out-quarter sales dashboards

  • Own the sales HC plan

Required Technical and Professional Expertise

  • Previous commercial operations leadership (brings a proven toolkit)

  • Track record of:

  • accelerating sales growth

  • identifying growth opportunities with a strategic mindset

  • maximizing market penetration

  • optimizing sales resources

  • driving accountability through process rigor

  • Depth of experience in Sales, with desired mix of experience in Marketing and/or Operations

  • Experience with complex sales organizations

  • Experience with capability building – teams, processes, tools, systems

Preferred Technical and Professional Expertise

  • Experience with B2b Marketing Solutions

About Business Unit

At IBM Cognitive Applications, we build open applications that unlock the power of data for clients, partners, and developers. Running on top of IBM's unique Hybrid, Multi-cloud and AI infrastructures, these applications work across horizontal domains and bring our technology to life for end users. Cognitive Applications unit includes: Watson Customer Engagement, Watson IoT, Watson Media and Weather, Talent & Collaboration, Digital Growth & Commerce, and IBM Developer teams.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.