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Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your role and responsibilities

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 solve customer business pain points. 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…

As a Red Hat Digital Sales Specialist, you will be responsible for driving the strategy, sale, and deal closing for offerings within an assigned territory. This year, the team will focus on:

1. Account Management: Take ownership of assigned accounts, cultivating relationships, negotiating and closing substantial deals, and implementing strategies to enhance the adoption of Red Hat products and technology within these accounts.
2. Territory Management: Assume responsibility for the effective management of the designated territory, strategically targeting untapped market segments, and fostering collaboration with channel partners and the partner sales team to penetrate white space accounts and drive growth.

In addition to the existing responsibilities, your role will encompass:

• Working with various sources, you will identify, develop, and expand on new sales opportunities and be responsible for driving them to closure.
• Differentiating customers within client segmentation to effectively target market opportunities – install, new logo, competitive.
• Aiding in opportunity identification from the install base and creating upsell/cross-sell opportunities.
• Facilitating joint account planning sessions with business partners covering the same territory, working together effectively to find the right solutions for clients.
• Collaborating with tech reps to help design use cases and respond to client POCs and RFIs.
• Understanding the customer’s buying cycle to effectively forecast the likely closure of opportunities.
• Achieving revenue objectives based on territory assignment.
• Continuously developing personally to become a subject matter expert and acting as an influencer and trusted advisor for clients.

Your adeptness in account and territory management will serve as pivotal assets in fostering long-term partnerships, driving revenue growth, and amplifying the presence of Red Hat within the market landscape.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• Understand the Digital End-to-End Processes – strong working knowledge of digital processes from marketing to consumption and renewals along with ability to make changes when needed
• Prospecting Skills (Hunter Skills) – confidence in prospecting strategies to identify new opportunities within existing territory and new logos
• Execute the digital sales strategic mission – understands the critical sales plays and value proposition of the organization
• Agility / Adaptability – ability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs
• Communication – (Video Engagement, Oral & Written)- sellers must be able to create engaging videos; ability to write an effective in-mail/email with internal teams, clients and business partners
• Digital Research – develop business acumen by understanding buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
• Digital Networking & Content Curation – leverage seller connections / social presence, by knowing what content to share, how often and to whom; creating blogs, posts, and articles to elevate seller to subject matter expert status

Preferred technical and professional experience

• 8+ years in a software sales role with a consistent track record of achieving personal targets
• Proficient at using both digital & relevant sales tools & be confident in engaging peers and making connections
• Candidates with experience in selling SAAS, knowledge on platform/ IT infrastructure/Application modernization , Automation, hybrid cloud, opensource platforms will be preferred
• Candidates with exposure and experience in working with international customers such as ANZ, EMEA or US will be preferred
• Excellent communication, negotiation and presentation skills and focus on client satisfaction
• Strong personal integrity and an affinity with technology
• Experience using CRM systems to manage customer engagement