IBM Market Development Manager 

United Kingdom, England, London 

531087061

The Manager Sales Development is responsible for hiring, training, developing and managing a successful team of Sales Development Executives with a mission of acquiring new enterprise clients and consistently exceeding quarterly and annual quotas for the assigned region. This is a performance-based culture with a strong track record of meeting our targets.

• Provide leadership for a collaborative, high performing sales team. Inspire, empower and motivate.
• Set the stage for the team’s performance by building and maintaining an environment that is comfortable yet intense.
• Coach to a plan and help eliminate blind spots in your team’s skill set.
• Ensure accountability with daily inspection of progress to goals.
• Onboard, retain and motivate the necessary staff to meet and exceed objectives; Provide career development and mentorship.
• Become a professional in the art and science of sales development.
• Attend shows, participate in forums become a leader in the community.
• Direct sales activities to ensure that company revenue goals and objectives are achieved quarter over quarter and year over year.
• Accurately forecast based on expertise in qualification and sales process r
• Segment territory to best use resources to cover accounts.
• Coach sales team to incorporate knowledge of Apptio’s products and services, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value-based solutions.
• Collaborate with solutions engineering, account management, corporate sales, alliances, professional services, product, and engineering teams to create a seamless customer experience.
• Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partner-centric mindset.
• Execute business, sales, and marketing plan for assigned region.
• Provide regular informal and formal performance feedback to direct reports.
• Ensure team is trained effectively on the sales process and coaches them to effectively execute.
• Provide recognition of the right behaviors as well as positive coaching for areas of improvement.
• Effectively handle conflict that may arise both internally and with the customers.
• Share best practices regarding tools, sales techniques, and account management with peers and team members.

Required Technical and Professional Expertise

• Bachelor’s degree or equivalent experience
• 5+ successful years selling software.
• Demonstrated leadership skills.
• Demonstrated understanding and experience using Sales Engagement platforms (Outreach.io preferred)

Preferred Technical and Professional Expertise

• Proven methodology around Talent Management, specifically around hiring, enabling, enriching, and retaining world-class sales and sales development talent. Also, track record of moving out non-performers.
• Proven experience in implementing, managing, and adjusting sales process and GTM strategies in a complex, enterprise environment.
• Adept at data-driven business management. (Tableau or Sales force Reports)
• Proven methodology around Salesforce Hygiene and management of a complex and diverse sales team.
• A clear and concise plan on their career progression and goals.
• Proven track record of selling complex applications to the CIO, CFO, AND their underlings.