Introduction
The IBM Learning Sales and Delivery Leader is a pivotal role within the IBM Learning organization, tasked with driving collaboration, innovation, and revenue growth. This leadership position necessitates a deep understanding of financial analysis and reporting, in addition to robust sales and delivery management. The role is integral to shaping a united 'one team' culture across IBM sales, Technology Expert Labs, Global Training Providers, third-party sales partners, and clients, ensuring client value is consistently prioritized. Simultaneously, the position demands the keen analysis of financial data to unearth trends, identify gaps, and secure substantial year-over-year growth in IBM Learning revenue.
This role thrives on the candidate's ability to harmonize leadership, financial acumen, and a sales-driven approach to maximize IBM Learning's market penetration and revenue yield. The IBM Learning Sales and Delivery Leader embodies the intersection of strategy, financial insight, and high-performance team dynamics, right at the heart of IBM's learning ecosystem.
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Your role and responsibilities
Role Responsibilities and Leadership Focus:
- Team Leadership and Motivation: Inspire and lead a team of IBM Learning Sales and Delivery professionals, fostering a culture of results-oriented performance and driving exceptional client outcomes.
- Sales Strategy and Execution: Oversee all sales activities related to IBM's Learning Offerings, masterfully orchestrating the scoping, pricing, and work item definition processes. Your expertise will be vital in crafting and proposing learning solutions that address clients' unique needs while maximizing offering penetration and revenue.
- Financial Analysis and Reporting: Proficiently analyze financial data, identifying trends and gaps that inform strategic sales and operational decisions, ensuring robust financial periodicity and growth projections.
- Delivery Management: Ensure the successful execution of learning projects sold via Statement of Work (SOW), managing client expectations, and resolving any delivery-related issues promptly and efficiently.
- Client Engagement and Relationships: Directly engage with clients to understand and meet their learning needs, cultivating lasting relationships that drive repeat business and advocacy for IBM's offerings.
- Operational Excellence: Drive operational efficiency, simplifying processes, and optimizing resources to bolster productivity and financial performance. Monitor key performance indicators (KPIs) to ensure targets are consistently met or exceeded.
- Team Development: Lead, mentor, and develop a high-performing team of IBM Learning Sales and Delivery professionals, promoting continuous learning and skill enhancement.
Required education
Associate's Degree/College Diploma
Preferred education
Associate's Degree/College Diploma
Required technical and professional expertise
- Leadership Pedigree: Extensive experience in team leadership, characterized by the achievement of sales quotas in cloud, data, AI, automation, security, or storage technology sectors.
- Technical Proficiency: Deep understanding of IBM's technology stack and ability to map client requirements onto appropriate technical solutions, effectively showcasing their value proposition.
- Interpersonal Mastery: Demonstrate outstanding interpersonal and communication skills, particularly in complex tech sales environments involving significant dollar value transactions. This includes senior leadership networking and influencing capabilities.
- Presentation Acuity: Possess refined presentation skills to articulate the value of skills growth to large enterprise clients effectively.
- Sales Efficacy: Skilled in modern and agile sales techniques, ensuring rapid and effective delivery of solutions in dynamic market conditions.
Data-Driven Insights: Adept at leveraging sales dashboards and technology tools for tracking and analyzing signings, pipeline health, sales performance, and project delivery
Preferred technical and professional experience
- IBM Learning Offerings Familiarity: Knowledge of IBM Learning's suite of offerings and how they align with diverse educational needs.
- IBM Sales Tool Competency: Experience with IBM Sales Cloud, SQO, Clarizen, and other related tools to streamline sales processes.
- IBM Product and Service Intimacy: Background working with IBM products and services, underlining a deep understanding of their capabilities and applications.
- Client Education Background: Prior experience in client-facing educational businesses, either within IBM or external to it, to leverage industry-specific insights and practices.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In 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 IBM
IBM'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.
OTHER RELEVANT JOB DETAILS
IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.