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Introduction
IBM 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.

Your Role and Responsibilities

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As a Digital Sales Specialist you’ll become a trusted go-to expert. You’ll collaborate with colleagues across the Sales team – advising and supporting on client engagements throughout the critically important early phases of the sales cycle and helping to lead prospects to our award-winning cloud solutions.

Your primary responsibilities will include:

• Understanding Client Buying Cycles and Forecasting: Gain insight into your prospective clients’ buying cycles to accurately predict potential deal closures and their timing, and effectively communicate your forecasts with stakeholders at all levels.

• Supporting Squad for Sales Opportunities: Provide support to your squad of Business Development, Marketing, and technical colleagues to identify and create up-/cross-sell opportunities within your assigned territory.

• Activation of New Business Campaigns: Collaborate with IBM Marketing and Sales leadership to activate targeted new business campaigns.

• Use-Case and Proof of Concept Design: Work with your squad to design use-cases and proofs of concept in response to prospective clients’ requests for information (RFIs).

• Co-Creation and Presentation of Value Propositions: Collaborate in co-creating and presenting high-level value propositions for clients, effectively showcasing product features, functionality and solutions in a highly compelling manner.

Required Technical and Professional Expertise

• Experience with Telcos like Verizon, AT&T, and T-Mobile
• SaaS Sales Experience
• Experience with presenting in-person and virtually to groups of 10-100 people.

Preferred Technical and Professional Expertise

• Experience with handling business partners and distributors for a SaaS Product.