Regional Sales Director UK & Ireland – Data Growth

IBM

Addington

On-site

GBP 140,000 - 210,000

Full time

5 days ago

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Job summary

IBM Global Sales is redefining data infrastructure in the UKI region and you will shape growth strategy, develop sales professionals and help customers solve meaningful business problems with data in motion. You will lead a high-performing team of enterprise Account Executives and own the regional go-to-market to build durable pipeline and drive sustainable revenue.

You will collaborate with Solutions Engineering, Customer Success, Marketing, Partners and executive leadership to deliver

Qualifications

Significant experience in enterprise technology sales, including leading and developing sales teams.
A strong record of achieving and exceeding bookings and consumption targets in complex, multi-stakeholder sales environments.
Experience selling cloud, SaaS, data infrastructure, developer platforms or other technically sophisticated solutions.
Deep understanding of pipeline generation, executive engagement, discovery, qualification, value selling and enterprise deal strategy.
Demonstrated ability to coach Account Executives in the field and raise performance through structured inspection and feedback.
Experience managing accurate forecasts and operating a consistent sales cadence across a region.
Strong commercial judgement, negotiation skills and the ability to mobilise internal and external stakeholders around a deal.
Experience working with consumption-based, subscription or usage-led business models.
A customer-first leadership style with high standards, clear accountability and genuine investment in people development.
Excellent communication, presentation and influencing skills, with the credibility to engage from technical practitioners to C-level executives.
Experience operating successfully in a matrix organisation.
Willingness to travel across the UKI region and occasionally more broadly within EMEA.

Responsibilities

Set the UKI sales strategy, operating rhythm and priorities in line with company goals.
Lead, coach and develop a team of enterprise Account Executives, creating clarity on expectations, territories, account focus and execution standards.
Build a predictable pipeline-generation engine across new logo, expansion and strategic account motions.
Establish strong account and territory plans, with clear customer outcomes, stakeholder maps, champions and next steps.
Coach the team through complex enterprise sales cycles, from discovery and qualification through negotiation, close and post-sale transition.
Drive disciplined use of sales methodology, including rigorous qualification, mutual action plans, deal inspection and accurate forecasting.
Engage directly with senior customer stakeholders, including CIOs, CTOs, CDOs and business leaders, to connect data strategy to measurable business value.
Engage and build strong network across the IBM Ecosystem to build pipeline and executive engagement
Lead strategic deal strategy and executive alignment for the region's most important opportunities.
Partner with Solutions Engineering and Customer Success to ensure technical wins translate into successful production workloads, adoption and long-term customer value.
Build productive relationships with strategic partners, including cloud providers, systems integrators and technology partners.
Collaborate with Marketing and Sales Development to create targeted regional campaigns and improve pipeline conversion.
Use performance data and customer insight to improve prioritisation, execution, forecast quality and sales productivity.
Recruit and retain exceptional talent, develop future leaders and promote an inclusive, high-performance culture.
Represent the UKI field in wider EMEA and global leadership forums, bringing customer and market insight back into the organisation.