Introduction
A Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') within IBM storage means co-creating with clients and colleagues in one of the most trusted, respected and awarded teams in its space. When clients want cyber resiliency, they think of IBM Storage. A career with us gives you exceptional sales exposure to the latest technology; the brightest thought-leaders to learn from; and the most influential clients to help shape the world with.
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.
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Your Role and Responsibilities
Digital Sales Specialists (DSS) are part of the IBM Digital Sales team. They are responsible for driving the strategy, sale, and deal-closing for offerings. They proactively hunt for new opportunities to sell selected products; deliver unique, incremental revenue and value aligned with Brand Sales Specialists and Brand Partner Sellers to achieve territory objectives; leverage marketing to drive LTV; manage territory strategy and planning; and are responsible for keeping technical proficiency and product knowledge up to date. Focuses on Individual/Team/ Department Operational Objectives.
Digital Sales Specialists covering TSS sell IBM Support Insights, Proactive Entry Support, Proactive Support, IBM Hardware Maintenance, IBM Hardware Support Extensions, IBM Integrated Support Services, IBM Media Retention Services, IBM Media Destruction Services, IBM Power Expert Care, IBM Storage Expert Care, Global Total Microcode Support, IBM Software Maintenance, Complementary Maintenance Services, and IBM Accelerated Value Program, as well as Managed Maintenance Solution for Network and Security, Managed Maintenance Solution for Server and Storage, Integrated Multivendor Support for Network and Security, Integrated Multivendor Support for Server and Storage. They also sell IBM Support for Microsoft, IBM Support for Oracle, IBM Support for SAP HANA, IBM Support for Red Hat and IBM Support for SUSE.
Environment
Professional knowledge related to incumbent's department or function.
Communication/Negotiation
Engaged as an independent professional. Ability to articulate and compare alternative approaches. Negotiate with specified objectives.
Problem Solving
Recognize problems related to project objectives. Creativity and judgment applied to professional technical, or operational problems. Independently generates solutions, based on analytical skills & business knowledge. Challenge the validity of given procedures and processes to enhance and improve or develop complementary adjustments /solutions.
Contribution/Leadership
Works on special projects, or leads small teams, or manages routine technical/ operational activities or departments (national or international). Understands departmental mission and vision. Provides advice in technical/operational domain of specialization. Generally controls own work priorities and methods requiring tradeoffs.
Impact on Business/Scope
Accountable for individual or team, or department results, and for the impact of the results on functional activities. Participates in overall departmental program planning. May have budgetary responsibility. Contributes by supporting activities that are subject to business measurements, impact customer satisfaction, or impact immediate costs or expenses.
Required Technical and Professional Expertise
- Having at least 5 years solid IT sales, services sales, client representative experiences.
- Possesses experience in Maintenance Services sales.
- Strong client relationship focus (both internal & external).
- Strong presentation and written skills, negotiation skills.
- Competitive nature. Goal-oriented. Maintains a sense of urgency in a deadline-driven setting.
Preferred Technical and Professional Expertise
- Demonstrable experience of consultatively selling technology solutions against complex use-cases.
- High proficiency of using digital sales tools and techniques (e.g., phone, CRM, social media, email etc.)
- Exceptional communication skills across written and verbal medians.
- Strong analytical skills with proven examples of using data to influence, make business decisions and drive commercial outcomes.