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Uvod

A Sales Development Representative (SDR) is a sales role within the Digital Sales team. The focus of an SDR is to achieve and exceed industry service levels by developing highly qualified opportunities. SDRs action assigned marketing Client Interests (CIs) (e.g., contact modules, trials, "hand raising" moments, events, etc.) and other marketing workloads, and progress them to qualified pipeline (SQLs). These opportunities are passed on to IBM sales teams or Business Partners. Today, SDRs focus on inbound client activity and outbound sales development activities driving pipeline creation and new client acquisition. 

Sales Development Representatives are the tip of the spear for New Client Acquisition opportunity identification (using data, and Digital Tools to focus prospecting on the right personas, client segments, and value propositions to improve probabilities for opportunity creation). SDRs partner with Digital Technical Specialists, Digital Sales Specialists and eco-system partners to drive quarterly targets.

Part of IBM’s onboarding process, new hires are placed in IBM’s Global Sales Program, which is a structured, extensive set of training activities that are geared toward building elite digital sales capabilities. The first 6-weeks focuses on IBM’s sales methodology, consultative sales, and real-world application via ongoing mentorship and monthly milestones. 

This is an Onsite role based at IBM’s flagship office in Markham, Ontario 

Vaša vloga in odgovornosti

As a Sales Development Representative in Digital Sales, you will be IBM’s initial point of contact for inbound client sales activities. Your primary objective will be to qualify leads by assessing customer budgets, identifying decision-makers, understanding business needs, and determining procurement timelines, ultimately converting leads into new business opportunities. By prioritizing prompt engagement, you will utilize your digital, product, and consultative selling skills to connect client needs with IBM’s solutions. Collaboration with the Sales team is essential, as you will advise and support new business engagements during the critical early stages of the sales cycle.

Success in this role means flourishing in your career while ensuring our clients thrive. A ‘day-in-the-life’ may involve:

Lead Qualification and Management

  1. Progress marketing Client Interests (CIs) assigned to you, including both active inquiries and passive interest such as trials, demos, and events.
  2. Research prospects to identify decision-makers and influencers, tailor campaign materials, and engage through various communication channels.
  3. Collaborate with IBM subject matter experts to enhance and expedite lead conversion.

 Sales Execution

  1. Identifies highly qualified opportunities as Sales Qualified Leads (SQLs) and passes SQLs to corresponding Territory Seller or Business Partner via the Sales Accepted Lead (SAL) process
  2. Support all client segments, with a focus on Select Digital and New Client Acquisition.
  3. Responsible for maintaining up-to-date product offering knowledge and delivering technical demos to customers on select product offers
  4. Ensure timely engagement by meeting or exceeding SLA response times.
  5. Follow-the-sun 24x7 live chat coverage for high priority client hand raising moments
Zahtevana izobrazba
Višješolska diploma/visokošolska diploma
Zaželena izobrazba
Diploma prve stopnje
Zahtevano strokovno in tehnično znanje

 

Candidates should demonstrate the following competencies and experiences:

  • High-Volume Prospecting: Proven ability to manage 100+ calls and 200+ digital activities (emails, social selling) weekly.
  • Product Expertise: Familiarity with IBM brands or product specialties such as Data, Automation, Power, Storage, SPSS, MaaS360, or B2Bi.
  • Lead Nurturing & Campaign Optimization: Experience in progressing marketing leads through strategic outreach and engagement.
  • Outbound Sales Execution: Skilled in identifying target personas, crafting value propositions, and executing outbound motions.
  • Consultative Selling: Strong active listening, discovery, and rapport-building skills to understand client needs and propose tailored solutions.
  • Digital Tool Proficiency: Effective use of tools like SalesLoft, ISC, and other digital enablers to drive engagement and track performance.
Zaželeno strokovno in tehnično znanje
  1. Experience collaborating with strategic partners in pre-sales or co-selling scenarios.
  2. Understanding of the technology sector and B2B sales cycles.
  3. Familiarity with Design Thinking methodology.
  4. Knowledge of go-to-market strategies and sales enablement practices.

O poslovni enoti

IBM je globalno prisoten in deluje v več kot 175 državah s široko geografsko porazdelitvijo prihodkov. Organizacija podjetja Global Markets je strateška prodajna poslovna enota, ki upravlja IBM -ov globalni odtis in tesno sodeluje z namenskimi državnimi operativnimi enotami, da služi strankam na lokalni ravni. Te državne ekipe imajo skrbnike za odnose s strankami, ki vodijo integrirane ekipe svetovalcev, strokovnjakov za rešitve in strokovnjakov za dostavo, da strankam omogočijo rast in inovacije. Z dopolnjevanjem lokalnega strokovnega znanja z globalnimi izkušnjami in digitalnimi zmogljivostmi IBM gradi globoke in široko zasnovane odnose s strankami. Ta osredotočenost na lokalno upravljanje spodbuja hitrost pri podpori strankam, naslavljanju novih trgov in vlaganju v nastajajoče priložnosti. Poleg tega organizacija Global Markets služi strankam s strokovnim znanjem v njihovi panogi ter z izdelki in storitvami, ki jih nudijo IBM in partnerji. IBM prav tako širi svoj doseg na nove in obstoječe stranke prek digitalnih tržnic.

Življenje v IBM-u

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?

O IBM-u

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.

Podrobnosti o drugem ustreznem delovnem mestu

Must have the ability to work in Canada without sponsorship.


This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.