Technology Seller Manager - MI/IN

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your Role And Responsibilities

As a Territory Sales Manager (TSM) at IBM, you will serve as a frontline sales leader responsible for driving revenue growth, developing talent, and executing cross-portfolio technology strategies across the Midwest market. In this role, you will lead and coach a high-performing team of Territory Sales Leaders, Brand Specialists, and Technical Account Leaders, ensuring alignment to IBM’s strategic priorities and client-centric approach.

You will be accountable not only for business outcomes, but also for building a strong sales culture, developing your team, and enabling them to act as trusted advisors to clients.

Key Responsibilities

Team Leadership & People Management

• Lead, coach, and develop a team of Territory Sales Leaders, Brand Specialists, and Technical Account Leaders to achieve and exceed sales targets
• Establish clear performance expectations, provide ongoing feedback, and support career development and succession planning
• Foster a collaborative, high-performance culture focused on accountability, inclusion, and continuous improvement
• Ensure effective territory coverage, resource alignment, and talent optimization across accounts
  
  

Drive Revenue Growth

• Own and deliver against territory revenue targets across IBM’s technology portfolio
• Guide your team in identifying, prioritizing, and capturing new business opportunities while expanding existing client relationships
• Mobilize internal IBM teams and ecosystem partners to accelerate deal progression and maximize revenue outcomes
  
  

Strategic Account Planning & Execution

• Oversee the development and execution of comprehensive account plans aligned to clients’ business priorities and industry trends
• Ensure your team identifies key technology decision points and aligns IBM solutions to client transformation goals
• Drive disciplined pipeline management, forecasting accuracy, and opportunity progression
  
  

Client Engagement & Relationship Management

• Build and maintain executive-level relationships with key clients and stakeholders
• Coach your team to act as strategic advisors, translating client business needs into integrated, cross-technology solutions
• Maintain strong market presence through client engagement, industry involvement, and thought leadership
  
  

Opportunity Identification & Deal Leadership

• Support your team in identifying, shaping, and closing complex, multi-solution deals
• Ensure effective use of IBM’s full technology portfolio to design and deliver client-centric architectures
• Provide leadership in deal strategy, negotiation, and risk management for key opportunities
  
  

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• Sales Performance: Consistently exceeded quota and drove strong revenue growth, closing complex, high-value deals across a defined territory
• Deep Expertise in Technology Strategy: Proven ability to drive technology strategy with customers, translating customer needs into actionable plans. Experience in developing and executing cross-technology architectures that meet customer requirements and drive revenue growth.
• Territory Technical Strategy & Execution: Led territory planning, account prioritization, and pipeline management to deliver predictable business outcomes
• People Leadership: Built and coached high-performing sales teams, driving accountability, talent development, and a results-oriented culture
• Technical Expertise Client Engagement: Established trusted executive relationships and positioned teams as strategic advisors aligned to client business goals
  
  

Preferred Technical And Professional Experience

• Industry Thought Leadership: Deep understanding of industry trends, directions, and innovations, with the ability to apply this knowledge to drive revenue growth and develop effective account plans.
• Advanced Technology Expertise: Experience with emerging technologies and innovations, with the ability to leverage this knowledge to develop and execute cross-technology architectures that meet customer requirements.
• Ecosystem Collaboration: Experience working with ecosystem teams and resources to drive growth, with the ability to identify and leverage partnerships to pursue new and existing business opportunities.