Introduction
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 Digital Sales Specialist, 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.
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We will help grow your selling skills to SaaS Commercial 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.
Your role and responsibilities
• Help our team drive revenue to meet or exceed quarterly revenue targets.
• Leverage our best-in-class sales tools, including prospecting automation and intent data.
• Master the discovery phase, leverage proven sales methodology, and drive interest into product demonstration.
• Understand customer needs, influence their Cloud roadmap, and build mutual value at each stage of the client's cloud journey.
• Efficiently tie sales steps together, continuously try to shorten the sales cycle while anchoring on customer value.
• Retain your newly acquired customers by expanding their use of our products.
• Manage all activities and keep updates in Salesforce.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
• 2 plus years of software sales experience
• Strong outbound prospecting skills
• Technology-related full lifecycle new business sales experience
• Exceptional verbal and written communications skills
• Experience using a CRM software system, preferably Salesforce, and modern prospecting tools, preferably SalesLoft
• Experience working with and selling alongside partners
• Experience selling in a fast-paced dynamic selling environment
Preferred technical and professional experience
• SaaS and/or Analytics experience preferred
• Experience working in and with a selling system (Sandler, MEDDIC, Force Management)
• Background in public cloud infrastructure and pricing
• Proven C-level selling and negotiation experience
• Experience selling to Agile and DevOps teams.
• Formal solutions selling training
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
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.