Introduction
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
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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.
Your role and responsibilities
Your Role and Responsibilities :
In your role as a Digital Sales Technical Specialist, Red Hat, you are the technical expert and advisor to our clients, sales teams and/or Business Partners. You understand the client's business/technical requirements and/or competitive landscape and combine this with your knowledge of Red Hat
offerings to present solutions that drive value for clients.
Responsibilities:
• Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor to your team, our clients, and our business partners
• Collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions
• Interlock with Digital Sellers on territory strategies.
• Deliver pre-sales solution workshops, product demonstrations, technical education, and Proof of Concept engagements that articulate the business value of the proposed solution
• Ability to identify, create and progress new opportunities as measured by Tech OI and technical activities. This includes teaming with technical peers in other Business Units to pinpoint cross-sell and up-sell opportunities.
• Understands client needs and can proactively influence client's decisions and improve depth and breadth of customer technical capabilities.
• Influences the clients' technology strategy and recommends solutions that bring maximum value of Red Hat products
• Understand Red Hat's points of view, the competition in the market, and know how to position Red Hat's unique value proposition
• Lead solutions training and provide enablement for your team, as well as share knowledge and findings to allow team members to learn from your experience
• Collaborate with Marketing and Sales to build proactive sales plays that help uncover new Red Hat opportunities
• Apply technical and sales knowledge to create and deliver proof points to assist with deal progression and closure in order to achieve revenue targets
• Driving client satisfaction such that clients become promoters of Red Hat solutions
• Keep product knowledge up to date and articulate value proposition/ROI, based on your understanding of the competitive landscape
• Positions the value and advantages of assigned specialty/brand products in comparison to the competition
Required education
Bachelor's Degree
Required technical and professional expertise
• At least 2 years' experience in the technology industry
• At least 2 years' experience in presales, sales engineering or consulting
• Ability to interpret and articulate customer business and technical needs
• Understanding of complex enterprise solutions and architectures
• Advanced knowledge of UNIX or Linux systems, preferably in Red Hat platform offerings like Red Hat Enterprise Linux (RHEL)
• Broad understanding of the application life cycle from development to operations and its respective practices (DevOps)
• Results-driven, collaborative team player attitude
• Excellent communication and listening skills with a strong focus on client satisfaction
• Strong personal integrity and an affinity with technology
Preferred Professional and Technical Expertise :
• Previous experience in a technical presales or support role focused on DevOps, cloud computing, and Platform-as-a-Service (PaaS) or Container-as-a-Service (CaaS) technologies
• Knowledge of key technologies in DevOps including Linux containers, container management, security, and continuous integration (CI) and continuous delivery (CD) tooling
• Experience with configuration management technologies like Red Hat Ansible Automation Platform, Puppet, Chef, or other related technologies
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.