**Introduction** As an Inside Sales Manager at IBM, you’ll lead one of the most important growth engines in the company — our inside sales organization. You’ll coach and inspire a high-performing team of Sellers and Development Reps who manage inbound demand, verlocity based outbound prospecting, client calls, virtual demos, and opportunity development across Canada. This is a leadership role for someone who knows how to run a modern, metrics-driven inside sales floor and build a culture of performance, collaboration, and client value. You’ll operate as the "conductor" of a connected sales squad, uniting sellers, technical specialists, marketing, ecosystem partners, and the broader IBM sales organization toward shared revenue goals. **Your role and responsibilities** Digital Selling Tools & Tech Proficiency * Strong working knowledge of modern digital selling tools, including (or similar to): • Orum (parallel dialing) • SalesLoft (cadences + automation) • ZoomInfo (data enrichment + targeting) • LinkedIn Sales Navigator (prospecting + social selling) • Salesforce (pipeline management + forecasting) * Ability to analyze tool usage, optimize cadences, and coach AEs on improving performance with these platforms. Outbound Sales & Pipeline Generation * Comfortable driving high-volume outbound activity expectations (team minimum: 150+ calls/week). * Expertise in outbound strategy — sequencing, target selection, messaging, objection handling, and pattern recognition. * Ability to help reps refine talk tracks, sharpen value propositions, and personalize outreach for different personas (Developer, Architect, CIO, CTO, VP-level). Digital Prospecting & Social Selling * Strong understanding of multichannel outreach (phone, email, LinkedIn, social touchpoints) to create demand and engagement. * Ability to coach AEs on crafting compelling emails, social posts, and outreach sequences that convert. * Skilled at teaching reps when to escalate to a technical expert, and how to bring value to different buyer personas. Sales Process & Execution Excellence * Deep understanding of end-to-end sales motions, including: • Interest Development & Discovery Progression • Qualification (IBM's Client Value Method (CVM)) • Storytelling & Client Intimacy • Hand-offs to technical or partner teams • Closing coordination * Ability to coach reps through pipeline creation, qualification depth, forecasting, and opportunity hygiene. Partner Ecosystem Collaboration * Experience working with channel or ecosystem partners to scale outreach, co-sell, or expand accounts. * Ability to guide reps on how to leverage partners for introductions, validation, demos, and technical resources. Communication & Stakeholder Alignment * Clear, confident communicator capable of influencing across marketing, technical teams, product teams, and partner orgs. * Ability to translate field insights into actionable feedback for marketing and offer teams. Data, Metrics & Performance Management * Comfortable managing and driving performance using dashboards, analytics, and activity data. * Ability to identify performance gaps quickly and coach reps toward consistent weekly execution. * Strong understanding of funnel metrics (activity → conversations → meetings → SQLs → wins). Mindset & Attributes * High-energy leadership style; thrives in a fast-paced, always-learning sales environment. * Passion for developing talent and seeing early-career sellers succeed. * Bias for action: comfortable experimenting, iterating, and modernizing sales motions. * Strong sense of accountability for team results, pipeline health, and quota attainment. **Required technical and professional expertise** Sales & Leadership Experience * 3-5+ years of B2B sales experience in a digital, inside sales, or outbound-driven environment. * 2+ years of sales leadership or team lead experience, ideally managing early-career or new-to-sales reps. * Proven track record of meeting or exceeding pipeline and revenue targets. Digital Sales Tools Proficiency * Hands-on experience with modern sales engagement platforms such as: * SalesLoft (or equivalent cadence/engagement tool) * Orum or high-volume dialing platforms * ZoomInfo or other data-enrichment tools * LinkedIn Sales Navigator for social selling * Salesforce CRM for pipeline and forecasting * Ability to analyze tool usage data and coach sellers on improving effectiveness. Outbound Prospecting & Pipeline Development Skills * Strong understanding of outbound motions, including sequencing, messaging, and persona-based outreach. * Demonstrated ability to coach or execute effective cold calling, email prospecting, and social engagement. * Experience applying qualification frameworks such as MEDDIC/MEDDICC, BANT, or similar. Communication & Coaching Expertise * Ability to clearly articulate sales concepts and simplify complex ideas for new sellers. * Skilled in delivering structured feedback, running coaching sessions, and modeling effective sales conversations. * Strong written communication skills (email writing, messaging refinement, social selling guidance). Data & Sales Performance Management * Proficiency in interpreting sales metrics (activity, conversion rates, funnel progression, forecast accuracy). * Experience using dashboards, analytics, and reports to drive decisions and improve team performance. * Strong competency in establishing and reinforcing execution rhythms. Cross-Functional Collaboration Skills * Experience collaborating with technical teams, marketing, partner organizations, and field sales. * Ability to work within a matrixed enterprise, build alignment, and influence stakeholders. * Comfort leveraging partner ecosystem relationships in the sales process. Technical Aptitude * Ability to quickly learn and understand IBM’s technology portfolio — particularly cloud, AI, and automation concepts. * Familiarity with enterprise IT environments or the ability to grasp technical terminology quickly. * Comfort engaging technical personas (developers, architects) during outbound outreach. Mindset & Attributes * High-energy leader with a passion for developing talent. * Bias for action, resilience, and comfort in a fast-paced digital sales environment. * Curiosity and adaptability with new tools, methods, and sales techniques. **Preferred technical and professional experience** '- 3+ years of selling software or cloud services - 2+ years in technology sales management - Knowledge of French is a plus 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.