Introduction
The Sales Acceleration Leader is responsible for driving pipeline (existing and NCA) and growth through the development and execution of outbound sales plays, prospecting campaigns, and sales enablement strategies.
This role operates at the intersection of sales and marketing, leveraging agile methodologies and digital tools to accelerate pipeline progression and enhance seller performance with productivity.
Working in agile sprints (2-4 weeks), the Sales Acceleration Leader utilizes IBM's digital sales stack-including SalesLoft, ZoomInfo, IBM Sales Cloud (ISC), LinkedIn (LIN), and video platforms-to orchestrate multi-channel campaigns, analyze performance, and deliver targeted coaching.
This role is "hands-on" and operates as a member of the sales teams they support- comfortable with coaching and offering guidance at the sales rep level, working with teams and leadership.
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Your role and responsibilities
Sales Play Planning & Execution [Opportunity Generation Focus]
Develop quarterly outbound sales play (Opportunity Identification) business plans and opportunity progression strategies aligned with sales leadership objectives. Lead execution in collaboration with sellers, while proactively engaging with sales leaders and stakeholders to recommend new initiatives.
Outbound Campaign Leadership
Design and deploy outbound prospecting campaigns tailored to Digital Sellers within the aligned Business Unit, with a strong emphasis on New Client Acquisition (NCA).
Audience Targeting & Messaging
Define target audiences and buyer personas. Understand customer needs and articulate the value of solutions through effective communication-such as writing compelling email content and providing guidance on outbound call techniques.
Seller Enablement & Training / Sales Coaching
Ensure successful campaign launches by leading or coordinating seller enablement and training efforts with internal teams and external partners.
Provide coaching to sellers on prospecting strategies, incorporating proven best practices and insights from digital tools.
Digital Sales Technology Utilization
Leverage IBM's digital sales tools-including ZoomInfo, SalesLoft, IBM Sales Cloud (ISC), OneMob, LinkedIn (LIN), and others-to design and execute multi-touch campaigns across email, phone, social media, and video.
Performance Management / Reporting & Management Systems
Monitor and manage the execution of sales plays, tracking key performance indicators (KPIs) and qualitative feedback. Iterate strategies as needed to meet objectives. Maintain a structured reporting system to track and communicate the progress, actions, and outcomes of both inbound and outbound sales plays.
Continuous Improvement & Best Practices / Campaign Retrospectives
Identify and implement new best practices based on campaign performance and seller feedback to continuously enhance sales effectiveness. Conduct retrospectives at the conclusion of each sales pursuit to capture insights and apply learnings to future campaigns.
Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
Bachelor's degree in Business, Marketing, Communications, or a related field
1- 3 years of experience in sales (with a quota), sales enablement, sales coaching, or digital sales strategy roles.
Exposure to sales methodologies, territory planning and using integrated digital tools stack
Understanding of modern B2B sales processes and buyer journeys.
Preferred technical and professional experience
Cross-Functional Collaboration: Experience working with marketing, product, and sales leadership to align messaging, tools, and tactics.
Comfortable using analytics to make data driven decisions.
Familiarity with IBM's product portfolio or experience in enterprise technology sales.
Demonstrated success in driving adoption of new tools, processes, or strategies across sales teams.
Passion for continuous learning, innovation, and empowering others to succeed.
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.