Director - Social and Smarter Workforce Sales - IBM - Melbourne

Job description
The Sales Director reports to the Business Unit Executive for Social and Smarter Workforce and is responsible for managing the sales team and achieving the required sales targets and business objectives for Social Business, Digital Experience and Smarter Workforce (Kenexa) across Australia and New Zealand.


The team reporting to the Sales Director comprises named account sellers, enterprise/mid market sellers, channel and inside sales and is supported by a number of skilled Pre-sales Professionals who report separately. In this role you will drive the team to engage customers and create solutions which are tailored to each client/segment?s business needs. Additionally you will be responsible to manage the development of pipeline sufficient to achieve targets and accurately forecast and report across the portfolio. In order to develop your team success rate you will need to manage performance and conduct territory reviews, opportunity progression workshops and customer presentation rehearsals, bringing other IBM stakeholders into the review if they can provide assistance.

Responsibilities

Drive the sales team to achieve/exceed quarterly license/SaaS and Services signings (bookings) against quota ? Success will come in the form of regular closing and managing a large pipeline of new business
Ensure accurate forecast is maintained in the Sales Connect tool across the portfolio/team and communicate status updates weekly or more often if required
Develop and implement sales plans and strategies to achieve signings and revenue targets
Maintain a comprehensive understanding of the competitive landscape
Lead by example through ability to present IBM-Kenexa solutions in person and on-line
Assist sales team members to approach prospects at all levels including focus on the CHRO and CEO.
Maintain and build client retention measures and ongoing penetration/ up sell
Represent IBM-Smarter Workforce with the highest degree of professionalism, and integrity ensuring IBM?s policies and procedures are adhered to by the team

You will be a self-starter, have a sound knowledge of the market and have significant experience as a leader/sales leader, be independent, but also able to work as part of a larger team and know how to navigate a corporate business (externally and internally).

Enter your email address:

Refer This Job To Your Friends And Help Them To Find Jobs!