Sales Digital Technical Sales Manager Professional Austin, US

Avature; Austin (TX); On-site; USD 135,000 - 215,000; Full time

Job summary

A leading company is seeking a Digital Technical Sales Manager in Austin, Texas. This role involves leading a sales team, managing relationships with clients, and leveraging technical knowledge to drive sales of Red Hat products. The ideal candidate will inspire others and establish a results-oriented culture while collaborating across teams. A strong technical background and excellent communication skills are essential for success in this fast-paced environment.

Benefits

Healthcare benefits

401(k) plan

Employee Stock Purchase Plan

Generous paid time off

Training and educational resources

Qualifications

• Proven ability to lead and inspire a sales team.
• Deep technical knowledge in Red Hat products.
• Experience with complex technology sales cycles.

Responsibilities

• Manage key performance indicators and sales targets.
• Build a high-performance sales team focused on results.
• Conduct weekly business reviews with a focus on core metrics.

Skills

Relationship Management

Technical Acumen

People Skills

Agile Techniques

Adaptability

Education

Associate's Degree

Bachelor's Degree

Tools

Salesforce.com

Outreach

SalesLoft

LinkedIn Navigator

Job description

A Digital Sales Manager career within IBM means being a leader. A conductor who sets the tone for collaboration, innovation, and growth across your team of digital sales technical specialists. It means cultivating a 'one team' culture across IBM sales and marketing teams, 3rd party eco-system sales partners, and clients within their markets and /or territories. All-the-while ensuring they're obsessing over delivering client value.

With ownership and accountability, you'll partner with other sales and technical leaders across Red Hat, and our selling partners' eco-system to identify and qualify leads, land deals, and expand existing customer relationships.

Our sales environment is fast-paced and supportive. Always connected to a wider team, you'll be surrounded by other leaders and colleagues. People who are always willing to help and be helped as you scale your business, with and through your team, as they compel clients to invest in IBM's people, products, and services.

Your role and responsibilities

A natural at inspiring and motivating others, a Digital Technical Specialist Manager has deep technical knowledge to remove all technical inhibitors to sales opportunities. A confident technical expert who is aligned to the Digital Sales squad territory team to design and demonstrate client solutions by leveraging current product capabilities. You'll support your digital sales squad and wider sales, product engineering, professional services and marketing network through the end-to-end sales process.

Your primary responsibilities will include:

• Sales Play, Technical Acumen & Value Proposition Communication: Continuously expands technical and competitive knowledge in Red Hat products and the application of modern IT architectures. Leverages technical activities and accelerators to progress opportunities through client calls. Understand client needs and can proactively influence client’s decisions and improve depth and breadth of customer technical capabilities. Understand critical sales plays and value propositions of Red Hat and support your teams in clearly communicating these to clients through various digital tools and techniques (demos, email, Web, social, messaging apps, CRM outreach, etc.).
• Results-Oriented Culture Establishment: Build a high performance sales team through key metrics deployment and performance management. Establish a culture focused on results, anticipating and identifying inhibitors and best practices to accelerate business outcomes and enhance performance across the spectrum of Digital Sales.
• Operational Excellence and Performance Management: Manage key performance indicators and sales targets, process simplification, and resource optimization to improve productivity, progression, conversion, and yield. Facilitate overall territory strategy and planning for effective coverage plan. Act as coach/mentor to squad members in both areas of selling as well, as career development.
• Red Hat Business Partnership:Builds and maintains relationships with key RH business partners in territory and engages them with squad members as part of territory management. Drives collaboration within the squad as well as with all Routes to Market (marketing, partners) as part of territory management.
• Sales Cadences and Business Reviews: Understand end to end sales process, and draw upon their expertise to communicate issues, solve problems, and improve sales execution to deliver business outcomes. Conduct weekly/biweekly cadences and quarterly business reviews, with a focus on core metrics, including technical wins, win revenue, along with sharing insightful lessons learned.
• Inspirational Sales Management: You will be an inspirational role model, creating a culture of sales and social selling excellence that delivers client and sponsor value.

Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of four days a week, subject to business needs.

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Relationship Management Skills:Ability to coach, mentor, lead and inspire a squad with a growth mindset, incorporating empathy, leadership, social skills and building long term relationship with the RH team.
• Proven Technical Acumen: Knowledge in Red Hat products, competitive landscape and the application of modern IT architectures. Demonstrable technical acumen, with the ability to align clients' business needs with technology solutions and convey the business value in a way that is both easy to comprehend and compelling for investment.
• Strong People and Communication Skills: Possess palpable people, communication, and collaboration skills, with a proven record of networking, co-creating solutions, and influencing throughout the successful closure and post-closure of complex technology sales cycles (including deals of $100k+).
• Agile Techniques and Modern Sales Methods: Experience in utilizing agile techniques alongside contemporary technology sales methodologies (e.g., consultative or challenger selling) to deliver results swiftly and nimbly, ultimately guiding customers toward our products rather than leading with them.
• Agility / Adaptability: Ability to lead a cross functional team and able to manage/adapt to constantly changing markets/client needs
• Execute the digital sales strategic mission:Understand the critical sales plays and value proposition of the organization, Roadmap of the mission, and evaluating new opportunities to engage.
• Experience with tools like Outreach, SalesLoft, Salesforce.com, LinkedIn Navigator.

Preferred technical and professional experience

• Advanced knowledge of UNIX or Linux systems, preferably in Red Hat platform offerings like Red Hat Enterprise Linux (RHEL)
• Broad understanding of the application life cycle from development to operations and its respective practices (DevOps)
• Previous experience in a technical presales or support role focused on DevOps, cloud computing, and Platform-as-a-Service (PaaS) or Container-as-a-Service (CaaS) technologies
• Knowledge of key technologies in DevOps, including Linux containers, container management, security, and continuous integration (CI) and continuous delivery (CD) tooling.
• Strong English written and verbal skills required.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Job Title

Digital Technical Sales Manager

Date posted

14-May-2025

Job ID

33937

City / Township / Village

Austin

State / Province

Texas

Country

United States

Work arrangement

Onsite

Area of work

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

135,000.00

Projected Maximum Salary per year

215,000.00

Position type

Professional

No Travel

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?