Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') in IBM Cloud means a career where you're leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation cloud platforms to develop, run and manage workloads of some of the worlds most transformational enterprises and culturally influential brands.
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
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 Technical 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.
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.
What we want you to do:
- 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.
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Required Technical and Professional Expertise
- Excellent communication and personal relationship development skills, with a provable history of client and colleague satisfaction in enterprise and /or SMB environments.
- Strong technical acumen, existing 'hands on keyboard' technical skills, and a passion for Cloud technologies
- Experience selling or working with cloud technologies, FinOps, or enterprise applications.
- Experience selling in a fast-paced dynamic selling environment
Preferred Technical and Professional Expertise
- Experience in pre-sales, sales engineering, consulting, or other applicable technical role
- SaaS and/or Analytics experience preferred
- Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)
- Deep, hands-on knowledge in public cloud infrastructure and pricing
- 2-5 years experience as a pre-sales engineer or similar, with experience selling SaaS solutions