IBM Commercial Operations Leader in Philadelphia, Pennsylvania
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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.
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For additional information about location requirements, please discuss with the recruiter following submission of your application.
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