IBM Learning Sales and Delivery Leader

Introduction**

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.

**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.

• 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

• 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.