Manager - Technology Sales

IBM

IBM

IT, Sales & Business Development

Markham, ON, Canada

Posted on Apr 30, 2026
Introduction

At IBM Global Sales, leaders play a pivotal role in shaping the future of our business, our clients, and our people. We combine innovation, collaboration, and deep expertise to help organizations solve their most complex challenges. As a Manager of Technology Sales, you will lead a team of driven Brand Sales Specialists (BSS), guiding them as they build trusted relationships, co‑create innovative client solutions, and grow IBM’s strategic footprint across industries.

Success in this role is rooted in empathy, coaching excellence, and strategic execution. You will empower your team with the tools, clarity, and inspiration they need to exceed expectations—while fostering a culture grounded in learning, accountability, and shared success.

Your role and responsibilities

As the Manager of Technology Sales, you will lead a team of Brand Sales Specialists responsible for engaging clients early in their buying journey and driving adoption of IBM’s technology solutions.

Team Leadership & Coaching

  • Provide weekly coaching and mentoring to team members, focusing on sales execution, territory planning, and professional development.
  • Foster a high‑performance culture grounded in collaboration, growth mindset, and customer obsession.
  • Conduct regular 1:1s, pipeline reviews, and quarterly business reviews with each team member.

Sales Strategy & Execution

  • Build and execute territory strategies aligned to business priorities, ensuring sellers maintain strong outbound activity (e.g., 100+ weekly outreach activities).
  • Guide your team to identify, qualify, and progress opportunities across key product areas (e.g., Automation, Data & AI, Power/Cloud, Storage).
  • Ensure team members consistently leverage IBM’s sales methodologies, technical resources, and partner ecosystem.

Stakeholder & Ecosystem Collaboration

  • Partner closely with Brand Technical Specialists, SDRs, and product leaders to orchestrate winning client engagements.
  • Serve as a trusted advisor to internal stakeholders, offering insights on market conditions, client trends, and team performance.
  • Encourage collaboration across IBM Canada and the broader IBM ecosystem to drive unified outcomes.

Operational Excellence

  • Track and analyze team performance metrics to ensure attainment of quarterly revenue and productivity targets.
  • Drive consistency in forecasting, pipeline hygiene, and use of IBM sales tools.
  • Lead A/B testing of outreach strategies and share best practices across the team.

Client Engagement & Advocacy

  • Support team members in key client meetings, escalations, and strategic pursuits.
  • Champion a customer‑centric approach, helping sellers articulate IBM’s value proposition and differentiate our offerings.

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

Required education
Associate's Degree/College Diploma
Preferred education
Associate's Degree/College Diploma
Required technical and professional expertise
  • 3+ years in technology sales leadership OR 5+ years as an individual contributor in B2B technology sales with demonstrated leadership capabilities.
  • Proven track record of coaching and developing high-performing sellers.
  • Experience driving outbound pipeline generation motions and managing high‑activity sales environments.
  • Strong ability to influence client decisions and navigate complex customer needs.
  • Demonstrated experience using data to guide decisions and optimize seller performance.
Preferred technical and professional experience
  • Experience leading teams selling software, hardware, cloud services, or enterprise IT solutions.
  • Familiarity with IBM’s technology strategy, product portfolio, and competitive landscape.
  • Knowledge of social selling, digital prospecting techniques, and modern sales tools.
  • Prior experience leading hybrid, distributed, or early‑in‑career sales teams.

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 500 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 qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.

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