Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
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 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.
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.
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 Expertise
- 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