Introduction
A Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') within Automation means working for a leader in AI-Powered products. Envision helping clients create a world with less repetitive work and more innovative decisions. Less unplanned downtime and more proactive insight. And less waiting on systems… So that their employees can invest more time on the work they love. Join us and be the first point of introduction to solutions that make people more productive and improves business performance, so that they can change the world at a scale not previously possible.
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
IBM Digital Sales Specialists (DSS) are part of the IBM Digital Sales team. Responsible for their Brand's Digital Focus Product offerings and are accountable for creating opportunities in a specific set of clients or specific territory, while working with a Business Partner to progress opportunities to close. The Digital Sales Specialist is responsible for driving optimal customer technology outcomes and achieving strategic objectives for their respective brand. Proactively hunt for new opportunities – using prospecting skills and digital tools and work closely with Digital Technical Specialists, Brand Sales and Brand Partner sellers to achieve territory objectives.
Drive territory prospecting strategy, deal creation and progression, participate in Proof of Concept (POC) or Proof of Value (POV) execution, and closure of deals for select Focus offerings. Digital Sales Specialists possess strong technical acumen respective to their product set, and carry business level conversations focused on transformation and Return on Investment (ROI) in the context of their technical domain. Possess strong communication and persuasive skills and have ability to conduct demos to clients; staying relevant with up to date product knowledge, leverage marketing leads and execute marketing cadences using digital research, digitals tools and social selling platforms.
Required Technical and Professional Expertise
- Multiple years of new logo enterprise SaaS application sales experience with preferred focus on cloud operations and analytics. Territory planning, forecast accuracy, pipeline funnel management.
- Delivered consistent sales attainment on a direct quota.
- Ability to manage a business across a distributed organization.
- Experience in Persona based sales within enterprise IT.
- Experience in managing a demand generation engine to an assigned territory.
- Demonstrated advanced proficiency in both English and Spanish, with strong written and verbal communication skills in both languages.
Preferred Technical and Professional Expertise
- Consistent record of selling in a volume and velocity model (land and expand).
- Pro activity and self starter mindset.
- Exceptional customer facing abilities including communication and presentations skills.