Introduction
You will work with world class organizations to help them understand how Red Hat solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.

You'll collaborate with colleagues across the Sales team - advising and supporting on
client engagements throughout the critically important phases of the client lifecycle,
selling the value of subscription renewals and leading clients to driving the best business
value out of our award-winning Red Hat solutions.

We're passionate about success. If this role is right for you, then your achievements
mean that our clients are thriving.

Your Role and Responsibilities

• Working with various sources, you will identify, develop & expand on new sales opportunities and be responsible for driving them to closure.
• Differentiates customers within client segmentation to effectively target market opportunity - install, new logo, competitive.
• Aide in opportunity identification from assigned clients and create up-sell/ cross-sell opportunities.
• Identify customer business needs and articulate both the value and differentiator of Red Hat solutions and how they can address these needs.
• Collaborate with Business Development, Marketing, and Technical reps within your squad on account strategy, demand generation activities, implementation plans, and results.
• Facilitate joint account planning sessions with business partners and other IBM brand sellers covering the same territory working together in an effective way to find the right solutions for clients.
• Work with tech reps to help design use case and respond to client POC and RFIs.
• Understand customer's buying cycle to be able to effectively forecast likely closure of opportunity.
• Qualify prospects, ability to work in a digital setting via video conference and phone meetings.
• Professionally communicate with all appropriate levels of decision makers and influencers.
• Develop a social presence through your rep page and social media to drive interest and leads.
• Present high-level product value propositions including solutions, features and functions to increase buyer interest using video, phone and web presence.
• Collaborate with IBM Marketing and IBM Sales leadership to execute targeted new business campaigns.
• Build relationships of trust with key customer decision makers and experts.
• Achieve revenue objectives based on territory assignment.
• Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor for clients.

• Exceptional written and verbal communication skills to foster strong partnerships.
• High proficiency of using digital sales tools and techniques (e.g. phone, CRM, social
• media, email etc.).
• Strong analytical skills with proven examples of using data to influence, make business decisions and drive commercial outcomes.
• Pipeline Management: Ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system.
• Business Value Articulation: In-depth understanding of the business value clients receives from using software, subscription, and support and the ability to clearly articulate this during the sales process.
• Objection Handling and Negotiation: Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.

• Experience Managing Existing Clients while using various skills including: Upselling, Cross-selling, Sales Tools, LinkedIn Sales Navigator, ZoomInfo, Account Analytics.
• Experience using CRM systems to manage customer engagement.
• Using data to make decisions and drive business outcomes.