Inside Sales Manager - Technology Sales
IBM
Inside Sales Manager - Technology Sales
Job Description
Inside Sales Manager - Technology Sales
📋 Job Overview
As an Inside Sales Manager at IBM, you will lead the inside sales organization, coaching and inspiring a team of Sellers and Development Reps to manage inbound demand and outbound prospecting across Canada. This leadership role requires expertise in running a modern, metrics-driven sales floor and fostering a culture of performance, collaboration, and client value. You will unite various teams towards shared revenue goals, leveraging modern digital selling tools and strategies.
📍 Location: Markham, CA (Remote/Hybrid)
💼 Career Level: Professional
🎯 Key Responsibilities
- Lead and inspire a high-performing team of Sellers and Development Reps
- Manage inbound demand, velocity-based outbound prospecting, client calls, virtual demos, and opportunity development
- Operate as the 'conductor' of a connected sales squad, uniting various teams towards shared revenue goals
- Analyze tool usage, optimize cadences, and coach AEs on improving performance
- Drive high-volume outbound activity expectations
- Coach reps on outbound strategy, including sequencing, target selection, messaging, objection handling, and pattern recognition
- Help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas
- Coach AEs on crafting compelling emails, social posts, and outreach sequences
- Teach reps when to escalate to a technical expert and how to bring value to different buyer personas
- Coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene
- Guide reps on leveraging partners for introductions, validation, demos, and technical resources
- Translate field insights into actionable feedback for marketing and offer teams
- Manage and drive performance using dashboards, analytics, and activity data
- Identify performance gaps and coach reps toward consistent weekly execution
- Understand and apply funnel metrics
✅ Required Qualifications
- 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
- Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar
- Strong written communication skills
- Proficiency in interpreting sales metrics
- Experience using dashboards, analytics, and reports to drive decisions and improve team performance
- Strong competency in establishing and reinforcing execution rhythms
- Experience collaborating with technical teams, marketing, partner organizations, and field sales
- Ability to work within a matrixed enterprise, build alignment, and influence stakeholders
- Comfort leveraging partner ecosystem relationships in the sales process
- Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts
- Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly
- Comfort engaging technical personas during outbound outreach
- Must have the ability to work in Canada without sponsorship
⭐ Preferred Qualifications
- High-energy leader with a passion for developing talent
- Bias for action, resilience, and comfort in a fast-paced digital sales environment
- Curiosity and adaptability with new tools, methods, and sales techniques
🛠️ Required Skills
- Modern digital selling tools: Orum, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Salesforce
- Analysis of tool usage and optimization of cadences
- Outbound strategy: sequencing, target selection, messaging, objection handling, pattern recognition
- Multichannel outreach: phone, email, LinkedIn, social touchpoints
- Crafting compelling emails, social posts, and outreach sequences
- Coaching on when to escalate to technical experts
- End-to-end sales motions: Interest Development & Discovery Progression, Qualification (IBM's Client Value Method (CVM)), Storytelling & Client Intimacy, Hand-offs to technical or partner teams, Closing coordination
- Pipeline creation, qualification depth, forecasting, and opportunity hygiene
- Working with channel or ecosystem partners to scale outreach, co-sell, or expand accounts
- Clear, confident communication and influencing across various teams
- Translating field insights into actionable feedback
- Managing and driving performance using dashboards, analytics, and activity data
- Identifying performance gaps and coaching reps
- Understanding of funnel metrics
- High-energy leadership style
- Passion for developing talent
- Bias for action and comfort experimenting and modernizing sales motions
- Strong sense of accountability for team results, pipeline health, and quota attainment
🎁 Benefits & Perks
- Opportunity to learn and develop yourself and your career
- Encouragement to be courageous and experiment every day
- Continuous trust and support in an environment where everyone can thrive
- Growth-minded culture with a focus on staying curious and open to feedback
- Opportunity to collaborate with colleagues and drive exceptional outcomes for customers
- Support for making critical decisions with a can-do attitude and outcome-focused approach
- Being part of IBM's journey as a responsible technology innovator and a force for good in the world
- Equal-opportunity employment without regard to various protected characteristics
Locations
- Markham, CA, India (Remote)
Salary
Estimated Salary Rangemedium confidence
2,500,000 - 4,200,000 INR / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Modern digital selling tools: Orum, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Salesforceintermediate
- Analysis of tool usage and optimization of cadencesintermediate
- Outbound strategy: sequencing, target selection, messaging, objection handling, pattern recognitionintermediate
- Multichannel outreach: phone, email, LinkedIn, social touchpointsintermediate
- Crafting compelling emails, social posts, and outreach sequencesintermediate
- Coaching on when to escalate to technical expertsintermediate
- End-to-end sales motions: Interest Development & Discovery Progression, Qualification (IBM's Client Value Method (CVM)), Storytelling & Client Intimacy, Hand-offs to technical or partner teams, Closing coordinationintermediate
- Pipeline creation, qualification depth, forecasting, and opportunity hygieneintermediate
- Working with channel or ecosystem partners to scale outreach, co-sell, or expand accountsintermediate
- Clear, confident communication and influencing across various teamsintermediate
- Translating field insights into actionable feedbackintermediate
- Managing and driving performance using dashboards, analytics, and activity dataintermediate
- Identifying performance gaps and coaching repsintermediate
- Understanding of funnel metricsintermediate
- High-energy leadership styleintermediate
- Passion for developing talentintermediate
- Bias for action and comfort experimenting and modernizing sales motionsintermediate
- Strong sense of accountability for team results, pipeline health, and quota attainmentintermediate
Required Qualifications
- 3–5+ years of B2B sales experience in a digital, inside sales, or outbound-driven environment (experience)
- 2+ years of sales leadership or team lead experience, ideally managing early-career or new-to-sales reps (experience)
- Proven track record of meeting or exceeding pipeline and revenue targets (experience)
- Hands-on experience with modern sales engagement platforms (experience)
- Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar (experience)
- Strong written communication skills (experience)
- Proficiency in interpreting sales metrics (experience)
- Experience using dashboards, analytics, and reports to drive decisions and improve team performance (experience)
- Strong competency in establishing and reinforcing execution rhythms (experience)
- Experience collaborating with technical teams, marketing, partner organizations, and field sales (experience)
- Ability to work within a matrixed enterprise, build alignment, and influence stakeholders (experience)
- Comfort leveraging partner ecosystem relationships in the sales process (experience)
- Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts (experience)
- Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly (experience)
- Comfort engaging technical personas during outbound outreach (experience)
- Must have the ability to work in Canada without sponsorship (experience)
Preferred Qualifications
- High-energy leader with a passion for developing talent (experience)
- Bias for action, resilience, and comfort in a fast-paced digital sales environment (experience)
- Curiosity and adaptability with new tools, methods, and sales techniques (experience)
Responsibilities
- Lead and inspire a high-performing team of Sellers and Development Reps
- Manage inbound demand, velocity-based outbound prospecting, client calls, virtual demos, and opportunity development
- Operate as the 'conductor' of a connected sales squad, uniting various teams towards shared revenue goals
- Analyze tool usage, optimize cadences, and coach AEs on improving performance
- Drive high-volume outbound activity expectations
- Coach reps on outbound strategy, including sequencing, target selection, messaging, objection handling, and pattern recognition
- Help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas
- Coach AEs on crafting compelling emails, social posts, and outreach sequences
- Teach reps when to escalate to a technical expert and how to bring value to different buyer personas
- Coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene
- Guide reps on leveraging partners for introductions, validation, demos, and technical resources
- Translate field insights into actionable feedback for marketing and offer teams
- Manage and drive performance using dashboards, analytics, and activity data
- Identify performance gaps and coach reps toward consistent weekly execution
- Understand and apply funnel metrics
Benefits
- general: Opportunity to learn and develop yourself and your career
- general: Encouragement to be courageous and experiment every day
- general: Continuous trust and support in an environment where everyone can thrive
- general: Growth-minded culture with a focus on staying curious and open to feedback
- general: Opportunity to collaborate with colleagues and drive exceptional outcomes for customers
- general: Support for making critical decisions with a can-do attitude and outcome-focused approach
- general: Being part of IBM's journey as a responsible technology innovator and a force for good in the world
- general: Equal-opportunity employment without regard to various protected characteristics
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Answer 10 quick questions to check your fit for Inside Sales Manager - Technology Sales @ IBM.
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Inside Sales Manager - Technology Sales
IBM
Inside Sales Manager - Technology Sales
Job Description
Inside Sales Manager - Technology Sales
📋 Job Overview
As an Inside Sales Manager at IBM, you will lead the inside sales organization, coaching and inspiring a team of Sellers and Development Reps to manage inbound demand and outbound prospecting across Canada. This leadership role requires expertise in running a modern, metrics-driven sales floor and fostering a culture of performance, collaboration, and client value. You will unite various teams towards shared revenue goals, leveraging modern digital selling tools and strategies.
📍 Location: Markham, CA (Remote/Hybrid)
💼 Career Level: Professional
🎯 Key Responsibilities
- Lead and inspire a high-performing team of Sellers and Development Reps
- Manage inbound demand, velocity-based outbound prospecting, client calls, virtual demos, and opportunity development
- Operate as the 'conductor' of a connected sales squad, uniting various teams towards shared revenue goals
- Analyze tool usage, optimize cadences, and coach AEs on improving performance
- Drive high-volume outbound activity expectations
- Coach reps on outbound strategy, including sequencing, target selection, messaging, objection handling, and pattern recognition
- Help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas
- Coach AEs on crafting compelling emails, social posts, and outreach sequences
- Teach reps when to escalate to a technical expert and how to bring value to different buyer personas
- Coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene
- Guide reps on leveraging partners for introductions, validation, demos, and technical resources
- Translate field insights into actionable feedback for marketing and offer teams
- Manage and drive performance using dashboards, analytics, and activity data
- Identify performance gaps and coach reps toward consistent weekly execution
- Understand and apply funnel metrics
✅ Required Qualifications
- 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
- Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar
- Strong written communication skills
- Proficiency in interpreting sales metrics
- Experience using dashboards, analytics, and reports to drive decisions and improve team performance
- Strong competency in establishing and reinforcing execution rhythms
- Experience collaborating with technical teams, marketing, partner organizations, and field sales
- Ability to work within a matrixed enterprise, build alignment, and influence stakeholders
- Comfort leveraging partner ecosystem relationships in the sales process
- Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts
- Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly
- Comfort engaging technical personas during outbound outreach
- Must have the ability to work in Canada without sponsorship
⭐ Preferred Qualifications
- High-energy leader with a passion for developing talent
- Bias for action, resilience, and comfort in a fast-paced digital sales environment
- Curiosity and adaptability with new tools, methods, and sales techniques
🛠️ Required Skills
- Modern digital selling tools: Orum, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Salesforce
- Analysis of tool usage and optimization of cadences
- Outbound strategy: sequencing, target selection, messaging, objection handling, pattern recognition
- Multichannel outreach: phone, email, LinkedIn, social touchpoints
- Crafting compelling emails, social posts, and outreach sequences
- Coaching on when to escalate to technical experts
- End-to-end sales motions: Interest Development & Discovery Progression, Qualification (IBM's Client Value Method (CVM)), Storytelling & Client Intimacy, Hand-offs to technical or partner teams, Closing coordination
- Pipeline creation, qualification depth, forecasting, and opportunity hygiene
- Working with channel or ecosystem partners to scale outreach, co-sell, or expand accounts
- Clear, confident communication and influencing across various teams
- Translating field insights into actionable feedback
- Managing and driving performance using dashboards, analytics, and activity data
- Identifying performance gaps and coaching reps
- Understanding of funnel metrics
- High-energy leadership style
- Passion for developing talent
- Bias for action and comfort experimenting and modernizing sales motions
- Strong sense of accountability for team results, pipeline health, and quota attainment
🎁 Benefits & Perks
- Opportunity to learn and develop yourself and your career
- Encouragement to be courageous and experiment every day
- Continuous trust and support in an environment where everyone can thrive
- Growth-minded culture with a focus on staying curious and open to feedback
- Opportunity to collaborate with colleagues and drive exceptional outcomes for customers
- Support for making critical decisions with a can-do attitude and outcome-focused approach
- Being part of IBM's journey as a responsible technology innovator and a force for good in the world
- Equal-opportunity employment without regard to various protected characteristics
Locations
- Markham, CA, India (Remote)
Salary
Estimated Salary Rangemedium confidence
2,500,000 - 4,200,000 INR / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Modern digital selling tools: Orum, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Salesforceintermediate
- Analysis of tool usage and optimization of cadencesintermediate
- Outbound strategy: sequencing, target selection, messaging, objection handling, pattern recognitionintermediate
- Multichannel outreach: phone, email, LinkedIn, social touchpointsintermediate
- Crafting compelling emails, social posts, and outreach sequencesintermediate
- Coaching on when to escalate to technical expertsintermediate
- End-to-end sales motions: Interest Development & Discovery Progression, Qualification (IBM's Client Value Method (CVM)), Storytelling & Client Intimacy, Hand-offs to technical or partner teams, Closing coordinationintermediate
- Pipeline creation, qualification depth, forecasting, and opportunity hygieneintermediate
- Working with channel or ecosystem partners to scale outreach, co-sell, or expand accountsintermediate
- Clear, confident communication and influencing across various teamsintermediate
- Translating field insights into actionable feedbackintermediate
- Managing and driving performance using dashboards, analytics, and activity dataintermediate
- Identifying performance gaps and coaching repsintermediate
- Understanding of funnel metricsintermediate
- High-energy leadership styleintermediate
- Passion for developing talentintermediate
- Bias for action and comfort experimenting and modernizing sales motionsintermediate
- Strong sense of accountability for team results, pipeline health, and quota attainmentintermediate
Required Qualifications
- 3–5+ years of B2B sales experience in a digital, inside sales, or outbound-driven environment (experience)
- 2+ years of sales leadership or team lead experience, ideally managing early-career or new-to-sales reps (experience)
- Proven track record of meeting or exceeding pipeline and revenue targets (experience)
- Hands-on experience with modern sales engagement platforms (experience)
- Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar (experience)
- Strong written communication skills (experience)
- Proficiency in interpreting sales metrics (experience)
- Experience using dashboards, analytics, and reports to drive decisions and improve team performance (experience)
- Strong competency in establishing and reinforcing execution rhythms (experience)
- Experience collaborating with technical teams, marketing, partner organizations, and field sales (experience)
- Ability to work within a matrixed enterprise, build alignment, and influence stakeholders (experience)
- Comfort leveraging partner ecosystem relationships in the sales process (experience)
- Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts (experience)
- Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly (experience)
- Comfort engaging technical personas during outbound outreach (experience)
- Must have the ability to work in Canada without sponsorship (experience)
Preferred Qualifications
- High-energy leader with a passion for developing talent (experience)
- Bias for action, resilience, and comfort in a fast-paced digital sales environment (experience)
- Curiosity and adaptability with new tools, methods, and sales techniques (experience)
Responsibilities
- Lead and inspire a high-performing team of Sellers and Development Reps
- Manage inbound demand, velocity-based outbound prospecting, client calls, virtual demos, and opportunity development
- Operate as the 'conductor' of a connected sales squad, uniting various teams towards shared revenue goals
- Analyze tool usage, optimize cadences, and coach AEs on improving performance
- Drive high-volume outbound activity expectations
- Coach reps on outbound strategy, including sequencing, target selection, messaging, objection handling, and pattern recognition
- Help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas
- Coach AEs on crafting compelling emails, social posts, and outreach sequences
- Teach reps when to escalate to a technical expert and how to bring value to different buyer personas
- Coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene
- Guide reps on leveraging partners for introductions, validation, demos, and technical resources
- Translate field insights into actionable feedback for marketing and offer teams
- Manage and drive performance using dashboards, analytics, and activity data
- Identify performance gaps and coach reps toward consistent weekly execution
- Understand and apply funnel metrics
Benefits
- general: Opportunity to learn and develop yourself and your career
- general: Encouragement to be courageous and experiment every day
- general: Continuous trust and support in an environment where everyone can thrive
- general: Growth-minded culture with a focus on staying curious and open to feedback
- general: Opportunity to collaborate with colleagues and drive exceptional outcomes for customers
- general: Support for making critical decisions with a can-do attitude and outcome-focused approach
- general: Being part of IBM's journey as a responsible technology innovator and a force for good in the world
- general: Equal-opportunity employment without regard to various protected characteristics
Tags & Categories
Answer 10 quick questions to check your fit for Inside Sales Manager - Technology Sales @ IBM.
10 Questions
~2 Minutes
Instant Score
Related Books and Jobs