**Introduction** Your mission as a Digital Sales Manager is to coach Digital Sales Squads (cross functional teams) through the end-to-end sales process, supporting progression and the closure of opportunities. Digital Sales Managers drive overall territory strategy & execution, progression & closure of deals for Digital Sales focus products. Additionally, you will execute the Brand Route-to-Market strategy within the assigned Territory/Squad, partner with Ecosystem team to ensure use of partners in progressing and closing opportunities, and leverage Marketing to drive customer lifetime value (LTV). **Your role and responsibilities** Role Focus You are accountable for... Account Planning & Stakeholder Management • Partners with Brand Sales leaders or Select Sales Managers and Marketing on overall territory strategy and planning • Drives territory planning process • Builds and maintains relationships with key IBM business partners in territory and engages them with squad members, as necessary • Acts as squad strategist to better understand client insights; understand all aspects of end-to-end client engagement journey Sales Execution • Coach squad members to leverage digital selling & collaboration tools to demonstrate focus products and create an innovative vision of success • Squad facilitator - understand end to end process and be able to leverage key SMEs along the process and draw upon their expertise to communicate issues, solve problems, and close opportunities • Has strong understanding of business metrics, sales tools such as ISC, SalesLoft, dashboards, etc. Managing Growth • Act as coach/mentor to squad/team members in both areas of selling as well as career development • Inspire sellers to be vital for IBM’s success and the business and technical acumen to apply their learnings to achieve business results • Drive collaboration within the squad/team as well as with all Routes to Market (marketing, partners, field) as part of territory growth strategy • Evangelize agile ways of working within the squad/team as well as extended team members • Ensures sellers are leveraging the Digital Sales tool stack and social selling skills **Required technical and professional expertise** * Coaching abilities to develop and mentor team members on selling techniques, deal progression and career planning * Outcome focused on performance management of team, driving a high-performance culture * Growth mindset to facilitate continuous learning, share best practices across teams, remove blockers and maximize seller's time with clients * Agility / Adaptability to lead a cross functional team and manage/adapt to changing markets/client needs * Understand the Digital Sales End-to-End Processes from marketing to consumption and renewals along with ability to make changes when needed * Digital communication and branding that leverage social & messaging platforms to reach team, clients and prospects * Technical proficiency to help the team understand & drive the Digital Sales portfolio of products and offerings (e.g., Focus Products)