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.

　　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.

　　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

　　About Business UnitDigital Sales' in IBM is evolving with a team that's being reshaped for an exciting future.

　　We're building the next generation technology sales team to break beyond boundaries with innovative approaches, and new ways to engage prospective clients. Autonomous and specialized, we're moving from an approach of just simply 'showing' to also 'co-creating' with customers on their business critical, world-changing solutions.

　　Join our team and be at the forefront of innovation with a cloud solution that doesn't limit our clients' options.

　　We offer enterprise-grade performance; reliability needed more than ever in a post-pandemic economy, and end-to-end security for all remote work demands. All via hybrid clouds, which enable our clients' freedom from one premises or another whilst offering your career an abundance of accelerated opportunity in a space that's experiencing exponential growth. Now and for many years to come.

　　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.