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
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.
IBM 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.
