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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

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 Sales Development Representative, you will proactively hunt for and develop new business relationships and acquire new Apptio clients, generate revenue, and help customers achieve their goals. You will need experience in outbound prospecting, navigating a sales cycle, consultative selling skills, and the ability to drive results in a complex and dynamic environment. You will be expected to provide product demonstrations, and work with technical counterparts to successful orchestrate and win Proof of Values (POVs) with prospective clients.

We will help grow your selling skills to SaaS Enterprise accounts as well as communication and building internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing, and sales engineering teams.

What we want you to do:

• Own prospecting activities into your account base.
• Develop and execute on a strong prospecting methodology, including call scripts, audience segmentation and approach.
• Qualify interested potential clients and arrange sales appointments.
• Deliver sales presentations when necessary.
• Track all qualification and lead management activity using SalesForce.com (including calls, prospect pipeline & account notes).
• Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQ's.
• Collaborate successfully with Field Sales to optimize team selling productivity.
• Provide market intelligence to the Sales, Product, and Customer Success teams.

Required education

Bachelor's Degree

Required technical and professional expertise

• 2-3 plus years experience in SaaS sales or telephone prospecting within the Technology industry
• Demonstrated ability to conduct cold calls, as well as email and social media campaigns.
• Proven creative tactics to reach the executive management of enterprise IT, along with experience in selling to C Suite.
• Excellent organizational, analytical, and problem-solving skills.
• Great teammate with solid communication and presentation skills.
• Strong skills in data analysis & sales tools use.
• Experience working with and selling alongside partners.

• Experience selling in a fast-paced dynamic selling environment.

Preferred technical and professional experience

• Background in public cloud infrastructure and pricing.
• Recent, IT enterprise selling experience is helpful.
• Experience selling to Agile and DevOps teams.