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

　　As a Digital Sales Specialist you'll become a trusted go-to expert driving digital transformation. You'll partner with marketing and sales colleagues and drive lead response, appointment setting, lead qualification, and sales progression. You'll also engage existing clients to provide real time sales response, solution consultation, and account management support.

　　This is an exciting position as the specialist works with the latest cloud technologies, engages with globally diverse clients of all sizes, industries, and workload types, and is able to continually build and develop skills for career progression. We're passionate about success. If this role is right for you, then your achievements will mean that your career is thriving, and our clients are succeeding. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to...

　　Focus on inbound lead sources ((e.g., Live Chat, phone, social engagement, events, paid media) to identify and engage prospective decision makers and influencers, qualify business opportunities, respond to clients' needs to create strategic, long-term partnerships to drive deal progression

　　Engage install clients to address real-time sales inquires, provide solution consultation and account management support, and identify and create new up-sell/ cross-sell opportunities to take to closure.

　　Understand use cases across IBM offering portfolios and GTM strategy, build a deeper knowledge of the IBM Cloud portfolio and select offerings

　　Work in a digital setting via video conference, live chat, case system, and phone meetings to engage and present product value propositions including solutions, features and functions to increase buyer interest

　　Professionally articulate both the value and differentiation of IBM Cloud solutions with all appropriate levels of decision makers and influencers

　　Build relationships of trust with key customer decision makers and experts

　　Collaborate with IBM's sales network to uphold the team's global response model, deliver high conversion and win rates, and reinforce healthy retention and growth trends across the install base

　　Achieve monthly and quarterly targets

　　Utilize CRM for lead and opportunity record management

　　Personal branding to establish self as a subject matter expert in your field

　　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

　　Ability to work well in a high team-oriented environment, lead from the front, and have the constant urge to succeed and win.

　　Confidence and comfortability addressing client objections and removing perceived risk

　　Goal-oriented; maintains a sense of urgency in a deadline-driven setting

　　Ability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs

　　Ability to work a set schedule, with willingness and flexibility to adjust schedule when the need arises (may include early, late, or weekend hours)

　　Ability to leverage resources throughout the business to solve complex problems with a high attention to detail

　　Strong listening and communication skills (Video Engagement, Oral & Written)- must be able to create engaging videos; ability to write an effective in-mail/email with internal teams, clients and business partners

　　Strong research skills to develop business acumen by understanding buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights

　　Ability to work in a digital setting via video conference, live chat, case system, and phone meetings

　　Deliver consistent sales attainment against targets

　　Ability to travel up to 10% annually

　　Fluent (spoken/written) in English with additional language proficiencies (Chinese/Japanese )

　　Preferred Technical and Professional Expertise

　　Preferred Qualifications

　　Experience in selling cloud or opensource platforms

　　Proficient at using both digital & relevant sales tools & be confident in engaging peers and making connections

　　Excellent communication, negotiation and presentation skills and focus on client satisfaction

　　Have a strong affinity with technology, like to be hands-on and explore and build your skills.

　　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.

　　This job requires you to be fully COVID-19 vaccinated prior to your start date and proof of vaccination status will be required before your start date. During the Onboarding process you will be asked to confirm your vaccination status, in case you are unable to get vaccinated for any reason, you can let us know at that stage. Please let us know if you are unable to be vaccinated due to medical or religious reasons. IBM will consider such requests on a case by case basis subject to submission of required proof by the candidate before a stipulated date.

　　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 StatementWhen applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience.

　　For 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.