Description

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

Your role and responsibilities

As a Territory Sales Manager (TSM) at IBM, you will serve as a frontline sales leader responsible for driving revenue growth, developing talent, and executing cross-portfolio technology strategies across the Midwest market. In this role, you will lead and coach a high-performing team of Territory Sales Leaders, Brand Specialists, and Technical Account Leaders, ensuring alignment to IBM's strategic priorities and client-centric approach.

You will be accountable not only for business outcomes, but also for building a strong sales culture, developing your team, and enabling them to act as trusted advisors to clients.
Key Responsibilities
Team Leadership & People Management

• Lead, coach, and develop a team of Territory Sales Leaders, Brand Specialists, and Technical Account Leaders to achieve and exceed sales targets
• Establish clear performance expectations, provide ongoing feedback, and support career development and succession planning
• Foster a collaborative, high-performance culture focused on accountability, inclusion, and continuous improvement
• Ensure effective territory coverage, resource alignment, and talent optimization across accounts

Drive Revenue Growth

• Own and deliver against territory revenue targets across IBM's technology portfolio
• Guide your team in identifying, prioritizing, and capturing new business opportunities while expanding existing client relationships
• Mobilize internal IBM teams and ecosystem partners to accelerate deal progression and maximize revenue outcomes

Strategic Account Planning & Execution

• Oversee the development and execution of comprehensive account plans aligned to clients' business priorities and industry trends
• Ensure your team identifies key technology decision points and aligns IBM solutions to client transformation goals
• Drive disciplined pipeline management, forecasting accuracy, and opportunity progression

Client Engagement & Relationship Management

• Build and maintain executive-level relationships with key clients and stakeholders
• Coach your team to act as strategic advisors, translating client business needs into integrated, cross-technology solutions
• Maintain strong market presence through client engagement, industry involvement, and thought leadership

Opportunity Identification & Deal Leadership

• Support your team in identifying, shaping, and closing complex, multi-solution deals
• Ensure effective use of IBM's full technology portfolio to design and deliver client-centric architectures
• Provide leadership in deal strategy, negotiation, and risk management for key opportunities

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

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Sales Performance: Consistently exceeded quota and drove strong revenue growth, closing complex, high-value deals across a defined territory
• Deep Expertise in Technology Strategy: Proven ability to drive technology strategy with customers, translating customer needs into actionable plans. Experience in developing and executing cross-technology architectures that meet customer requirements and drive revenue growth.
• Territory Technical Strategy & Execution: Led territory planning, account prioritization, and pipeline management to deliver predictable business outcomes
• People Leadership: Built and coached high-performing sales teams, driving accountability, talent development, and a results-oriented culture
• Technical Expertise Client Engagement: Established trusted executive relationships and positioned teams as strategic advisors aligned to client business goals

Preferred technical and professional experience

• Industry Thought Leadership: Deep understanding of industry trends, directions, and innovations, with the ability to apply this knowledge to drive revenue growth and develop effective account plans.

• Advanced Technology Expertise: Experience with emerging technologies and innovations, with the ability to leverage this knowledge to develop and execute cross-technology architectures that meet customer requirements.

• Ecosystem Collaboration: Experience working with ecosystem teams and resources to drive growth, with the ability to identify and leverage partnerships to pursue new and existing business opportunities.

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

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), cash balance pension plan, 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.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

Job Title

Technology Seller Manager - MI/IN

Date posted

06-Apr-2026

Job ID

107042

City / Township / Village

Lansing, Detroit

State / Province

Michigan

Country

United States

Work arrangement

Hybrid

Area of work

Sales

Employment type

Regular

Contract type

Regular

Projected Minimum Salary per year

209,700.00

Projected Maximum Salary per year

265,620.00

Position type

Professional

Travel required

Some travel may be required based on business demand

Company

(0147) International Business Machines Corporation

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?

Yes



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