Manager - Technology Sales

Introduction

At IBM Global Sales, leaders play a pivotal role in shaping the future of our business, our clients, and our people. We combine innovation, collaboration, and deep expertise to help organizations solve their most complex challenges. As a Manager of Technology Sales, you will lead a team of driven Brand Sales Specialists (BSS), guiding them as they build trusted relationships, co‑create innovative client solutions, and grow IBM’s strategic footprint across industries.

As the Manager of Technology Sales, you will lead a team of Brand Sales Specialists responsible for engaging clients early in their buying journey and driving adoption of IBM’s technology solutions.

• Provide weekly coaching and mentoring to team members, focusing on sales execution, territory planning, and professional development.
• Foster a high‑performance culture grounded in collaboration, growth mindset, and customer obsession.
• Conduct regular 1:1s, pipeline reviews, and quarterly business reviews with each team member.

• Build and execute territory strategies aligned to business priorities, ensuring sellers maintain strong outbound activity (e.g., 100+ weekly outreach activities).
• Guide your team to identify, qualify, and progress opportunities across key product areas (e.g., Automation, Data & AI, Power/Cloud, Storage).
• Ensure team members consistently leverage IBM’s sales methodologies, technical resources, and partner ecosystem.

• Partner closely with Brand Technical Specialists, SDRs, and product leaders to orchestrate winning client engagements.
• Serve as a trusted advisor to internal stakeholders, offering insights on market conditions, client trends, and team performance.
• Encourage collaboration across IBM Canada and the broader IBM ecosystem to drive unified outcomes.

• Track and analyze team performance metrics to ensure attainment of quarterly revenue and productivity targets.
• Drive consistency in forecasting, pipeline hygiene, and use of IBM sales tools.
• Lead A/B testing of outreach strategies and share best practices across the team.

• Support team members in key client meetings, escalations, and strategic pursuits.
• Champion a customer‑centric approach, helping sellers articulate IBM’s value proposition and differentiate our offerings.

Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week, subject to business needs.

Associate's Degree/College Diploma

• 3+ years in technology sales leadership OR 5+ years as an individual contributor in B2B technology sales with demonstrated leadership capabilities.
• Proven track record of coaching and developing high-performing sellers.
• Experience driving outbound pipeline generation motions and managing high‑activity sales environments.
• Strong ability to influence client decisions and navigate complex customer needs.
• Demonstrated experience using data to guide decisions and optimize seller performance.

• Experience leading teams selling software, hardware, cloud services, or enterprise IT solutions.
• Familiarity with IBM’s technology strategy, product portfolio, and competitive landscape.
• Knowledge of social selling, digital prospecting techniques, and modern sales tools.
• Prior experience leading hybrid, distributed, or early‑in‑career sales teams.