Principles Sales Manager, Build
IBM, Austin, TX, United States
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.
Your role and responsibilities As an
ISV Partner Sales Leader , you will lead and develop a high-performing team responsible for driving joint growth with
Service Partners and Horizon accounts . You will establish trusted advisor relationships with senior partner leaders while coaching your team to consistently connect IBM’s software strategy, particularly embedded and AI-driven solutions, to real customer and market outcomes.
You will set direction, remove obstacles, and model best-in-class partner engagement. Through executive-level conversations, compelling use cases, and proven success stories, you will help partners understand how embedding IBM Software accelerates their go-to-market success and differentiates their offerings. You will also ensure your team effectively uncovers partner objectives, technical barriers, and expansion opportunities—translating insight into qualified pipeline and measurable results.
We’re passionate about success. In this role, your impact will be reflected in
partner wins, team growth, and sustained IBM revenue outcomes . A typical “day in the life” may include, but is not limited to:
Constructing Business Cases with Design Thinking: Leveraging design thinking, architecture and developer principles, and competitive insights to build business cases that show partners the value of embedding IBM Portfolio into the products or solutions they sell to their clients.
Enriching Partner Engagements with IBM's Capabilities: Augmenting partner engagements with IBM's breadth of capabilities to co-create solutions. Engage Partner Technical Specialists and Build Lab engineers to collaborate on compelling minimal viable products (MVPs) that lead to investments.
Effective Management of Partner Activities: Utilizing project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners and prospects.
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
Lead and develop teams
by coaching, mentoring, and scaling sales or partner-facing organizations to consistently achieve revenue, growth, and performance objectives.
Own sales territory and partner strategy
through effective territory planning, partner recruitment, and stakeholder management, ensuring executable joint business plans and sustained pipeline generation.
Build and maintain executive-level relationships
with senior partner and IBM stakeholders by leveraging active listening, influence, and transparent, candid communication.
Drive complex enterprise sales engagements
by managing end-to-end sales motions, delivering accurate forecasting, achieving quota commitments, and enabling partner-led revenue growth.
Align partner value and motivation
by understanding Service Partner business models and go-to-market strategies, and positioning IBM software capabilities to support mutual growth and success.
Preferred technical and professional experience
Experience working with
IBM Software , including exposure to
watsonx and AI-driven solutions
(training across IBM’s software portfolio will be provided).
Background supporting embed or solution-led motions within enterprise or strategic accounts.
Experience operating in
matrixed, cross-functional environments
with technical, sales, and executive stakeholders.
Additional Benefits and 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 is 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
Date posted
07-Apr-2026
Job ID
108204
City / Township / Village
ROCHESTER, Austin
State / Province
Country
United States
Work arrangement
Hybrid
Area of work
Employment type
Regular
Contract type
Regular
Projected Minimum Salary per year
241,200.00
Projected Maximum Salary per year
305,520.00
Position type
Professional
Up to 60% or 3 days a week (home on weekends - based on project requirements)
Company
(0147) International Business Machines Corporation
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
#J-18808-Ljbffr
Your role and responsibilities As an
ISV Partner Sales Leader , you will lead and develop a high-performing team responsible for driving joint growth with
Service Partners and Horizon accounts . You will establish trusted advisor relationships with senior partner leaders while coaching your team to consistently connect IBM’s software strategy, particularly embedded and AI-driven solutions, to real customer and market outcomes.
You will set direction, remove obstacles, and model best-in-class partner engagement. Through executive-level conversations, compelling use cases, and proven success stories, you will help partners understand how embedding IBM Software accelerates their go-to-market success and differentiates their offerings. You will also ensure your team effectively uncovers partner objectives, technical barriers, and expansion opportunities—translating insight into qualified pipeline and measurable results.
We’re passionate about success. In this role, your impact will be reflected in
partner wins, team growth, and sustained IBM revenue outcomes . A typical “day in the life” may include, but is not limited to:
Constructing Business Cases with Design Thinking: Leveraging design thinking, architecture and developer principles, and competitive insights to build business cases that show partners the value of embedding IBM Portfolio into the products or solutions they sell to their clients.
Enriching Partner Engagements with IBM's Capabilities: Augmenting partner engagements with IBM's breadth of capabilities to co-create solutions. Engage Partner Technical Specialists and Build Lab engineers to collaborate on compelling minimal viable products (MVPs) that lead to investments.
Effective Management of Partner Activities: Utilizing project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners and prospects.
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
Lead and develop teams
by coaching, mentoring, and scaling sales or partner-facing organizations to consistently achieve revenue, growth, and performance objectives.
Own sales territory and partner strategy
through effective territory planning, partner recruitment, and stakeholder management, ensuring executable joint business plans and sustained pipeline generation.
Build and maintain executive-level relationships
with senior partner and IBM stakeholders by leveraging active listening, influence, and transparent, candid communication.
Drive complex enterprise sales engagements
by managing end-to-end sales motions, delivering accurate forecasting, achieving quota commitments, and enabling partner-led revenue growth.
Align partner value and motivation
by understanding Service Partner business models and go-to-market strategies, and positioning IBM software capabilities to support mutual growth and success.
Preferred technical and professional experience
Experience working with
IBM Software , including exposure to
watsonx and AI-driven solutions
(training across IBM’s software portfolio will be provided).
Background supporting embed or solution-led motions within enterprise or strategic accounts.
Experience operating in
matrixed, cross-functional environments
with technical, sales, and executive stakeholders.
Additional Benefits and 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 is 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
Date posted
07-Apr-2026
Job ID
108204
City / Township / Village
ROCHESTER, Austin
State / Province
Country
United States
Work arrangement
Hybrid
Area of work
Employment type
Regular
Contract type
Regular
Projected Minimum Salary per year
241,200.00
Projected Maximum Salary per year
305,520.00
Position type
Professional
Up to 60% or 3 days a week (home on weekends - based on project requirements)
Company
(0147) International Business Machines Corporation
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
#J-18808-Ljbffr