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Introducción

 

Your mission as Digital Sales Specialist is to proactively contact customers to drive opportunity identification, progression and closure with Ecosystem partners. Digital Sales Specialists are skilled and accountable for driving your brands' software portfolio with an emphasis on specific Product Led Growth (PLG) products, Systems portfolio, and Red Hat.  You lead with new ways of working by leveraging a best-in-class and advanced sales technology tool stack.

 

 

 

Select Digital for Software and Systems DSS. DSS may be dedicated to new client acquisition or working to grow existing clients, most DSS will be responsible for both new client acquisition and existing client growth. Red Hat DSS are aligned with the Red Hat segmentation. 

 

Su función y responsabilidades
Account Planning & Stakeholder Management• Proactively hunts for new opportunities to sell assigned products • Deliver unique, incremental revenue/value and leverage Business Partners to achieve objectives • Collaborate with your team members (Digital Technical Specialist (DTS), Sales Development Rep (SDR)), etc. on the territory plan • Create a specific white space plan to develop and win new clients (if NCA territory)Sales Execution• Deal identification, progression and co-selling with lead pass to business partners • Owns OI and solution win for the assigned products • Engages the right technical resources to drive the technical sales win • Partners with clients to co-create solutions leveraging assigned offerings / product • Understanding sales processes and mastering pricing, configuring, quoting, and negotiation • Leverages digital tool stack and social selling skillsManaging for Growth• Responsible for developing and maintaining a high level of technical proficiency and product knowledge • Participate with DTSs in Proof of Concept (POC) or Proof of Technology to progress opportunities • Manages territory strategy and planning

 

Educación requerida
Título de asociado/Diploma universitario
Educación preferida
Maestría
Experiencia profesional y técnica requerida

 

What capabilities do you need?

 

 

 

  • Prospecting skills to identify new opportunities within existing territory and new logos (whitespace)
  • Research to understand buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
  • Personal branding to establish self as a subject matter expert in your field
  • Digital networking and content curation to leverage professional social presence, understanding when and how to share relevant articles, blogs, and posts
  • Digital communications to leverage the convergence of technology and messaging to build reach to clients and prospects
  • Agility / adaptability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs 

 

 

Experiencia técnica y profesional preferida

 

What are your Objectives and Key Results(OKRs)?

 

 

  • Signings / Win Revenue attainment
  • New client acquisition (if NCA territory)
  • Cross-sell and expansion

  • Client satisfaction / NPS

Addtional skills: 

* English B2-C1

* Knowledge about Qualify Data, AI Generative, Data Governnace, Lakehouse, Data Warehouse, BI. 

 

Acerca de la Unidad de Negocios

IBM tiene presencia global y opera en más de 175 países con una amplia distribución geográfica de ingresos. IBM Global Sales es la unidad de negocio encargada de ventas estratégicas marcando la huella global de IBM, trabajando en estrecha colaboración con unidades operativas dedicadas en los distintos países donde se atienden clientes localmente. Nuestros equipos están liderados por gerentes de relaciones quienes dirigen grupos integrados de consultores, especialistas en soluciones y expertos en implementación. Su objetivo es impulsar el crecimiento y la innovación de los clientes. Al combinar el conocimiento local con la experiencia global y las capacidades digitales, IBM forja relaciones sólidas y duraderas con sus clientes.Este enfoque de gestión local fomenta la rapidez en el apoyo a los clientes, abordando nuevos mercados y realizando inversiones en oportunidades emergentes. Además, la organización Global Sales presta servicios a clientes con experiencia en su industria, así como a través de los productos y servicios que IBM y sus socios suministran. IBM también está ampliando su alcance a clientes nuevos y existentes a través de mercados digitales.

SU VIDA @ 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?

Acerca de 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 qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Otros detalles relevantes del empleo

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