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Introduction

A Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and be the first point of introduction to solutions that make people more productive and improves business performance, so that they can change the world at a scale not previously possible.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products and services.

Your role and responsibilities

Apptio solutions from IBM help organizations make smart decisions as they analyze, plan, optimize, control, and collaborate on investments that will transform the IT operating model. Our fast-paced team prides ourselves on teamwork to grow our customer base and help customers achieve success.  

As a Sales Development Representative, you will proactively hunt for and develop new business relationships and acquire new Apptio clients, generate revenue, and help customers achieve their goals. You will need experience in outbound prospecting, navigating a sales cycle, consultative selling skills, and the ability to drive results in a complex and dynamic environment.  You will be expected to provide product demonstrations, and work with technical counterparts to successful orchestrate and win Proof of Values (POVs) with prospective clients.

We will help grow your selling skills to SaaS Enterprise accounts as well as communication and building internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing, and sales engineering teams.

What we want you to do:

  • Own prospecting activities into your account base.
  • Develop and execute on a strong prospecting methodology, including call scripts, audience segmentation and approach.
  • Qualify interested potential clients and arrange sales appointments.
  • Deliver sales presentations when necessary.
  • Track all qualification and lead management activity using SalesForce.com (including calls, prospect pipeline & account notes).
  • Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQ's.
  • Collaborate successfully with Field Sales to optimize team selling productivity.
  • Provide market intelligence to the Sales, Product, and Customer Success teams.
Required education
Bachelor's Degree
Required technical and professional expertise
  • 2-3 plus years experience in SaaS sales or telephone prospecting within the Technology industry
  • Demonstrated ability to conduct cold calls, as well as email and social media campaigns.
  • Proven creative tactics to reach the executive management of enterprise IT, along with experience in selling to C Suite.
  • Excellent organizational, analytical, and problem-solving skills.
  • Great teammate with solid communication and presentation skills.
  • Strong skills in data analysis & sales tools use.
  • Experience working with and selling alongside partners.
  • Experience selling in a fast-paced dynamic selling environment.
Preferred technical and professional experience
  • Background in public cloud infrastructure and pricing.
  • Recent, IT enterprise selling experience is helpful.
  • Experience selling to Agile and DevOps teams.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.