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 Technical Specialist, you will have deep technical knowledge to sell Apptio products to new clients, and to overcome all technical barriers to sales opportunities. You will be a hands-on practitioner with a focus on customized experiential selling - a 'show me, don't tell me' approach. You will work alongside a team of Digital Sales Specialists to provide technical demos, run Proof of Values (POVs), overcome technical objections, beat the competition, and shape the future of your prospect's cloud roadmap to win new clients.

　　What we want you to do:

　　Become a technical expert who designs client solutions by leveraging current product capabilities

　　Maintain strong platform and product knowledge, articulate the value proposition / Return of Investment (ROI), understand the competitive landscape, and construct relevant use cases to drive sales.

　　Digital Technical Specialists are responsible for creating and delivering technical proof points to include but not limited to demonstrations, Proof of Technology (POTs), Proof of Concept (POCs), Workshops, Solution Design, Configurations, Sizing, and Proposals

　　Leverage digital tools and social platforms, participate in webinars, and serve as an ambassador to promote awareness and interest in Apptio solutions

　　Provide detailed input to product teams for solutions refinement

　　Required Technical and Professional Expertise

　　Excellent communication and personal relationship development skills, with a provable history of client and colleague satisfaction in enterprise and /or SMB environments.

　　Strong technical acumen, existing 'hands on keyboard' technical skills, and a passion for Cloud technologies

　　Experience selling or working with cloud technologies, FinOps, or enterprise applications.

　　Experience selling in a fast-paced dynamic selling environment

　　ENTER LANGUAGE REQUIREMENTS IF NEEDED - DELETE THIS BULLET IF NOT

　　Preferred Technical and Professional Expertise

　　Experience in pre-sales, sales engineering, consulting, or other applicable technical role

　　SaaS and/or Analytics experience preferred

　　Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)

　　Deep, hands-on knowledge in public cloud infrastructure and pricing

　　2-5 years experience as a pre-sales engineer or similar, with experience selling SaaS solutions

　　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.

　　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.