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.
Your Role and Responsibilities
As a Digital Sales Specialist you’ll become a trusted go-to expert. You’ll collaborate with colleagues across the Sales team – advising and supporting on client engagements throughout the critically important early phases of the sales cycle, and helping to lead prospects to our award winning cloud solutions.
We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to…
As Red Hat Digital Sales Specialist, you will be responsible for driving the strategy, sale, and deal closing for offerings within an assigned territory.
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 install base 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
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
Required Technical and Professional Expertise
Understand the Digital End-to-End Processes – strong working knowledge of digital processes from marketing to consumption and renewals along with ability to make changes when needed
Prospecting Skills (Hunter Skills) – confidence in prospecting strategies to identify new opportunities within existing territory and new logos
Execute the digital sales strategic mission – understands the critical sales plays and value proposition of the organization
Agility / Adaptability – ability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs
Communications – (Video Engagement, Oral & Written)- sellers must be able to create engaging videos; ability to write an effective in-mail/email with internal teams, clients and business partners
Digital Research – develop business acumen by understanding buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
Digital Networking & Content Curation – leverage seller connections / social presence, by knowing what content to share, how often and to whom; creating blogs, posts, and articles to elevate seller to subject matter expert status
Preferred Technical and Professional Expertise
2+ years in a solutions sales role with a consistent track record of achieving personal targets
Proficient at using both digital & relevant sales tools & be confident in engaging peers and making connections
Candidates with experience in selling automation, hybrid cloud, opensource platforms will be preferred.
Excellent communication, negotiation and presentation skills and focus on client satisfaction
Strong personal integrity and an affinity with technology
Experience using CRM systems to manage customer engagement
About Business UnitIBM 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 @ IBMIn 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 IBMIBM’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.
Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.