Digital Sales Renewals Specialist – Red Hat – German language

Job description

Introduction
IBM Digital Sales introduction
Imagine working for a company with the world's most respected sales force and one of the world's most historical brands. At IBM, we are working with businesses from all over the globe to solve some of the world's biggest problems, and we’re looking for talented & energetic Digital Sales Renewal professionals to join us in our Digital Sales Center in Dublin, Ireland.

We offer an exciting and diverse career in a renowned global sales organization. Our professionals earn client’s trust and respect to become their strategic technology partner, so they need to combine visionary thinking and bold innovation. These high expectations require each member of the sales team to possess superb skills and capabilities across a variety of disciplines along with a deep commitment to grow and develop new skills over time.

If you’re the kind of person who seeks out opportunities and takes charge of your own development, IBM is the place for you. We encourage you to follow your passion – by learning new skills, working across different disciplines or moving into new challenges. Anything is possible with our award-winning professional development and leadership training. We also provide a flexible and collaborative working environment. Join us as we make the most of these exciting times and discover what you can do at IBM.

Your Role and Responsibilities

As a Digital Sales Renewals Specialist, you’ll become a trusted go-to expert. You will have the opportunity to use the world’s leading enterprise open-source software solutions stack to bring best in breed solutions to Red Hat’s clients. You will work with world class organizations to help them understand how Red Hat solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers. You’ll collaborate with colleagues across the Sales team – advising and supporting on client engagements throughout the critically important phases of the client lifecycle, selling the value of subscription renewals and leading clients to driving the best business value out of our award-winning Red Hat solutions.

We’re passionate about success. If this role is right for you, then your achievements mean that our clients are thriving.

·  Driving end-to-end Red Hat Subscription Renewals with clients and partners for all Red Hat products for Commercial Territory Subsegment accounts.
·  Collaborating with Red Hat teams to ensure alignment with client engagement and negotiations. Supporting territory strategy and planning and actively contribute to the account planning process.
·  Opportunity identification for win back, upsell and cross-sell Red Hat products.
·  Understand your existing clients’ consumption, health of business, buying cycles to accurately predict the potential and timings of deal closures.
·  Clearly communicating your forecasts with stakeholders at all levels.
·  Partner with extended Red Hat teams including Digital Sales Specialists, Technical Sales, Ecosystem Partners, for client conversations
·  Leverage a variety of mediums and approaches to engage with existing clients, including, outbound calls, digital campaigns and email.
·  Working with your Marketing and Sales leadership to activate targeted existing and up/cross-sell business campaigns.

Required Technical and Professional Expertise

·  German and English - Native Level Proficiency
·  Exceptional written and verbal communication skills to foster strong partnerships.
·  High proficiency of using digital sales tools and techniques (e.g. phone, CRM, social media, email etc.)
·  Strong analytical skills with proven examples of using data to influence, make business decisions and drive commercial outcomes.
·  Pipeline Management: Ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system.
·  Business Value Articulation: In-depth understanding of the business value clients receives from using software, subscription, and support and the ability to clearly articulate this during the sales process.
·  Objection Handling and Negotiation: Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.

Preferred Technical and Professional Expertise

·  N/A