APAC Commercial Sales Manager

4 days ago

Singapore IBM Full time

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

Apptio solutions from IBM help organizations make smart decisions as they analyze, plan, optimize, control, and collaborate on investments that will transform the IT operating model. Our fast-paced team prides ourselves on teamwork to grow our customer base and help customers achieve success.

As a First Line Manager for the Apptio Commercial Sales Team, you will establish a transparent, results-orientated culture, anticipating, and identifying best practices and inhibitors to accelerate business outcomes and drive performance across your territory. You will help hire, train, and build the Apptio business in the Commercial market segment for your territory. You will own the results of your work, and be responsible for all Commercial sales of Apptio products throughout the APAC region.

Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues who care about your success.

Your Role and Responsibilities

  • Inspire and motivate your team to perform at their full potential
  • Track, manage and coach to leading indicators and KPIS for pipeline creation and deal progression
  • Review sales calls and coach reps to improve performance
  • Enforce and coach to existing Apptio sales playbook and processes
  • Work with senior leadership to experiment and improve on existing sales tactics and methods
  • Identify and act upon areas of improvement. Get one step better every day
  • Create and run a weekly and monthly management system to identify and correct gaps, improve performance, and accurately forecast your business to senior leadership
  • Identify and effectively communicate market and product trends to Product Management
  • Work with marketing and SDR team to ensure appropriate marketing assets and inbound leads to support pipeline generation
  • Work with our partner eco-system to scale the motion
  • Win new clients. Own and exceed quota for your assigned territory

Required Technical and Professional Expertise

  • Experience as a first line manager in a sales function
  • Demonstrated success owning and executing full sales cycles
  • High degree of technical acumen
  • Growth mindset
  • Experience working with cloud technologies, FinOps, or other applicable enterprise software
  • Excellent people, communication, and collaboration skills, with a proven record of senior leadership networking, and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles.

Preferred Technical and Professional Expertise

  • Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)

About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.


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