Inside Sales Manager - Technology Sales

As an Inside Sales Manager at IBM, you’ll lead one of the most important growth engines in the company — our inside sales organization. You’ll coach and inspire a high‑performing team of Sellers and Development Reps who manage inbound demand, velocity‑based outbound prospecting, client calls, virtual demos, and opportunity development across Canada.

This is a leadership role for someone who knows how to run a modern, metrics‑driven inside sales floor and build a culture of performance, collaboration, and client value. You’ll operate as the “conductor” of a connected sales squad, uniting sellers, technical specialists, marketing, ecosystem partners, and the broader IBM sales organization toward shared revenue goals.

• Strong working knowledge of modern digital selling tools, including Orum (parallel dialing),
  Sales Loft (cadences + automation),
  Zoom Info (data enrichment + targeting),
  Linked In Sales Navigator (prospecting + social selling), and Salesforce (pipeline management + forecasting).
• Ability to analyze tool usage, optimize cadences, and coach AEs on improving performance with these platforms.

• Drive high‑volume outbound activity (team minimum: 150+ calls/week).
• Expertise in outbound strategy – sequencing, target selection, messaging, objection handling, and pattern recognition.
• Help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas (Developer, Architect, CIO, CTO, VP‑level).

• Strong understanding of multichannel outreach (phone, email, Linked In, social touchpoints) to create demand and engagement.
• Coach AEs on crafting compelling emails, social posts, and outreach sequences that convert.
• Teach reps when to escalate to a technical expert and how to bring value to different buyer personas.

• Deep understanding of end‑to‑end sales motions, including Interest Development & Discovery Progression, Qualification (IBM’s Client Value Method), Storytelling & Client Intimacy, Hand‑offs to technical or partner teams, and Closing coordination.
• Coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene.

• Experience working with channel or ecosystem partners to scale outreach, co‑sell, or expand accounts.
• Guide reps on leveraging partners for introductions, validation, demos, and technical resources.

• Clear, confident communicator capable of influencing across marketing, technical teams, product teams, and partner orgs.
• Translate field insights into actionable feedback for marketing and offer teams.

• Manage and drive performance using dashboards, analytics, and activity data.
• Identify performance gaps quickly and coach reps toward consistent weekly execution.
• Strong understanding of funnel metrics (activity → conversations → meetings → SQLs → wins).

• High‑energy leadership style; thrives in a fast‑paced, always‑learning sales environment.
• Passion for developing talent and seeing early‑career sellers succeed.
• Bias for action: comfortable experimenting, iterating, and modernizing sales motions.
• Strong sense of accountability for team results, pipeline health, and quota attainment.

Bachelor’s Degree

Master’s Degree

• 3–5+ years of B2B sales experience in a digital, inside sales, or outbound‑driven environment.
• 2+ years of sales leadership or team lead experience, ideally managing early‑career or new‑to‑sales reps.
• Proven track record of meeting or exceeding pipeline and revenue targets.
• Hands‑on experience with modern sales engagement platforms such as Orum, Zoom Info, Linked In Sales Navigator, and Salesforce.
• Ability to analyze tool usage data and coach sellers on improving effectiveness.
• Strong understanding of outbound motions, including sequencing, messaging, and persona‑based outreach.
• Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar.

• Hands‑on experience with modern sales engagement platforms such as Sales Loft, Orum, Zoom Info, and Salesforce.

• Strong understanding of outbound motions, including sequencing, messaging, and persona‑based outreach.
• Demonstrated ability to coach or execute effective cold calling, email prospecting, and social engagement.
• Experience happening of qualification frameworks like MED CD and gu

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