IntroductionA Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') within IBM Security means being the point of entry to industry-leading solutions that help our clients face into the challenges of cloud security, advanced threats, compliance and privacy, and mobile and remote security. It also ensures you're continuously developing – personally and professionally – to stay at the forefront of industry trends, and remaining as a trusted advisor our clients' success depend on.
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 ResponsibilitiesNOTE: You will be required to work from IBM's Philadelphia office at least two (2) days each week, subject to change.As a Digital Sales Specialist you'll become a trusted go-to expert. You'll collaborate with colleagues across the Sales team – helping to lead prospects to IBM’s MaaS360 offerings, and advising and supporting client engagements throughout the full sales cycle.
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…
- Understanding your prospective clients' buying cycles to accurately predict the potential and timings of deal closures – clearly communicating your forecasts with stakeholders at all levels.
- Supporting your squad of Business Development, Marketing and Technical colleagues ('IBMers' and business partners) to identify and create up- /cross-sell opportunities within your assigned territory.
- Working with IBM Marketing and Sales leadership to activate targeted new business campaigns.
- Collaborating with your squad to design use-cases and proofs of concept in response to prospective clients' requests for information (RFIs)
- Co-creating and presenting on high-level, value propositions for clients – successfully landing product features, functionality and solutions in a way that's highly compelling.
Required Technical and Professional Expertise- Demonstrable experience of consultatively selling technology solutions against complex use-cases.
- Ability to interface within a multi-brand sales organization including brand sellers, portfolio sellers, and business partners
- High proficiency of using digital sales tools and techniques (e.g. phone, CRM, social media, email etc.)
- Exceptional communication skills across written and verbal medians.
- Strong analytical skills with proven examples of using data to influence and make business decisions within commercial and enterprise accounts.
Preferred Technical and Professional Expertise- Experience in technology sales
- Proven track-record of effective account penetration, account development, and account growth
- Accurate forecasting skills and good command of marketplace
- Depth and breadth of knowledge regarding the Security market in order to consult and advise, and quickly grow your reputation as your clients' credible, trusted advisor. (Training on IBM's security offerings is provided)