Brand Sales Manager - Data, AI & Automation

Introduction
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, let’s talk.

Your Role and Responsibilities
A Brand Sales Manager career within IBM means being a leader. Someone who sets the tone for collaboration, innovation and growth across your team of Technology Brand Sales Specialists, 3rd party sales partners, and client contacts within any given market and /or territory. Applying ownership, accountability, and autonomy for your entire book of business, you'll work through and with multiple teams and stakeholders – internal and external to IBM – as you execute your strategy against account plans that consistently deliver value for your clients.

Excellent onboarding training will set you up for positive impact and success, whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to invest in IBM's people, products, and services.

Your Role and Responsibilities:

A natural at inspiring and motivating others, you'll support multi-skilled teams of exceptional sales talents in the area of Data/AI and Automation Software. You identify, qualify and develop 'trusted advisor' relationships with our clients and take responsibility for the client territories covered by your team. The team to be led is across multiple countries in the ASEAN region, therefore travels across ASEAN on a regular basis is a must.
What you will be doing:

• Have an in-depth and detailed understanding of Data/AI and Automation Software Technology Products to confidently provide mentorship for your sales team.
• Enable, develop, and empower your team to proactively prospect, identify, qualify, and build a robust sales pipeline.
• Coach the team to grow existing business and navigate complex negotiations and organizational structures.
• Evangelize and drive the adoption validated sales methodologies (e.g., MEDDPICC, Challenger Sales) within your team.
• Sales Performance Management, hiring, onboard and ramp new Brand Sales Specialists is part of your responsibilities
• Accelerating the productivity and performance of Brand Sellers in your team.
• Foster strong and effective relationships, resulting in growth opportunities and customer satisfaction.
• Conduct weekly forecast meetings to track progress and strategize.
• Proactively plan and accelerate your sales pipeline across the year to meet your targets.
• Scale, strategically plan, and develop sales territories to maximize revenue and market penetration.

Required Technical and Professional Expertise

• 4+ years of experience of leading and managing a highly successful and talented software sales team, driving them towards success.
• 7+ years of quota-carrying experience in a fast-paced and competitive market, including a strong focus on closing net new logos.
• Demonstrated ability to open new accounts and manage complex sales processes.
• A proven track record of overachievement and consistently hitting sales targets.
• Ability to articulate the business value of complex enterprise technologies, particularly in Data/AI and Automation.
• Skilled in building business champions and fostering long-term relationships.
• Driven and competitive, with a strong desire to be successful and achieve excellence.

Preferred Technical and Professional Expertise

• Passionate about growing your career in the largest market for enterprise software.
• Previous training in sales methodologies such as MEDDPICC and Challenger Sales.
• Familiarity with AI technologies, Data Analytics, IT Automation and Integration technologies is a plus.