Join the world’s leading software company for IT professionals. You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and the ability to manage and focus in a complex and dynamic environment.
We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams.
You will be expected to travel in support of your territory management plan a minimum of three times a year. Opportunities for career development are limitless on the back of a rapidly growing and evolving company.
A Sales Development Representative (SDR) career 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.
As an SDR within Digital Sales you'll be IBMs first line of contact for inbound client sales activity. Your primary goal will be to qualify leads and convert them into new business opportunities. With a focus on speed to engage, you will leverage your consultative selling skills to accept incoming leads and connect the dots between clients' needs and IBM's solutions. You'll collaborate with colleagues across the Sales team– advising and supporting on new business engagements throughout the critically important early phases of the sales cycle and helping to lead prospects to our award-winning cloud solutions.
Your primary responsibilities will include:
- Own prospecting activities into your account base.
- Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach.
- Qualify interested candidates and arrange introductory conversations with customers and Field Sales
- Deliver sales presentation when necessary.
- Track all relevant qualification and lead management activity using Salesforce.com (including calls, prospect pipeline, account notes, etc.)
- Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQs.
- Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations.
- Collaborate successfully with Field Sales to optimize team selling productivity.
- Provide value added market intelligence to the Sales, Marketing, Product, and Customer Success teams.
- Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals.
- Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts.
- Excellent organizational, analytical, and problem-solving skills.
- Creative tactics to reach the executive management of enterprise IT.
- Team player with solid communication and presentation skills.
- Strong skills in data analysis & sales tools use.
- Ability to share best practices, continually improve processes and messaging, and provide clear and consistent reporting to Executive Management.
- Ability to work independently & proactively in a dynamic and aggressive startup environment.
- Extensive experience in SaaS sales or telephone prospecting is preferred.
- Experienced using Sales prospecting tools and CRM
- Recent IT industry and/or enterprise selling experience is preferred. We are looking for someone who is excited to work in a fast moving, high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.