Red Hat Digital Sales Manager - Federal Renewals

$172,000 - $229,000/Yr

IBM - Coppell, TX

Full-time - Mid Level

Coppell, TX

Computer and Electronic Product Manufacturing

About the position

The Digital Sales Manager for Federal Renewals at IBM is responsible for driving subscription renewals for Red Hat products within the Federal Subsegment in North America. This role involves collaborating with various teams to ensure effective client engagement, managing sales processes, and establishing a results-oriented culture. The manager will also communicate sales plays and value propositions, conduct sales cadences and business reviews, and inspire their team to achieve sales excellence.

Responsibilities

• Drive end-to-end Red Hat Subscription Renewals with clients and partners for Federal Subsegment accounts.
• Collaborate with Red Hat teams to ensure alignment with client engagement and negotiations.
• Support territory strategy and planning, contributing to the account planning process.
• Communicate critical sales plays and value propositions to clients through various digital tools.
• Establish a culture focused on results, identifying inhibitors and best practices to enhance performance.
• Manage key performance indicators and sales targets to improve productivity and deal closures.
• Build and maintain relationships with key business partners in the Federal Subsegment.
• Conduct weekly/biweekly sales cadences and quarterly business reviews focusing on core metrics.
• Create a culture of sales and social selling excellence that delivers client value.

Requirements

• 10+ years of related experience in sales management.
• Leadership experience with a history of building and inspiring teams to over-achieve sales quotas.
• Demonstrable technical acumen to align clients' business needs with technology solutions.
• Strong people and communication skills with a proven record in complex technology sales cycles.
• Experience utilizing agile techniques and modern sales methods to deliver results swiftly.
• Excellent forecasting, prospecting, qualifying, and closing skills.
• Experience with tools like Outreach, SalesLoft, Salesforce.com, and LinkedIn Navigator.
• Native level proficiency in English.

Nice-to-haves

• Experience selling into large Enterprise clients.
• Deep knowledge of Red Hat & IBM's Data, AI & Automation solutions.
• Experience selling both Cloud and SaaS based solutions.
• Experience selling Enterprise License Agreements.
• Experience managing renewals business.
• Experience working within the federal markets.

Benefits

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well-being.
• Financial programs such as 401(k), cash balance pension plan, and life insurance.
• Generous paid time off including holidays, sick time, and vacation.
• Training and educational resources on a personalized learning platform.
• Diverse and inclusive employee resource groups and volunteer opportunities.