Digital Sales Specialist - Inbound

Job description

Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') in IBM Cloud means a career where you're leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation cloud platforms to develop, run and manage workloads of some of the worlds most transformational enterprises and culturally influential brands.

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
As a Digital Sales Specialist you’ll become a trusted go-to expert driving digital transformation. You’ll partner with marketing and sales colleagues and drive lead response, appointment setting, lead qualification, and sales progression. You’ll also engage existing clients to provide real time sales response, solution consultation, and account management support.

This is an exciting position as the specialist works with the latest cloud technologies, engages with globally diverse clients of all sizes, industries, and workload types, and is able to continually build and develop skills for career progression. We’re passionate about success. If this role is right for you, then your achievements will mean that your career is thriving, and our clients are succeeding. To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to…
·  Focus on inbound lead sources ((e.g., Live Chat, phone, social engagement, events, paid media) to identify and engage prospective decision makers and influencers, qualify business opportunities, respond to clients’ needs to create strategic, long-term partnerships to drive deal progression
·  Engage install clients to address real-time sales inquires, provide solution consultation and account management support, and identify and create new up-sell/ cross-sell opportunities to take to closure.
·  Understand use cases across IBM offering portfolios and GTM strategy, build a deeper knowledge of the IBM Cloud portfolio and select offerings
·  Work in a digital setting via video conference, live chat, case system, and phone meetings to engage and present product value propositions including solutions, features and functions to increase buyer interest
·  Professionally articulate both the value and differentiation of IBM Cloud solutions with all appropriate levels of decision makers and influencers
·  Build relationships of trust with key customer decision makers and experts
·  Collaborate with IBM’s sales network to uphold the team’s global response model, deliver high conversion and win rates, and reinforce healthy retention and growth trends across the install base
·  Achieve monthly and quarterly targets
·  Utilize CRM for lead and opportunity record management
·  Personal branding to establish self as a subject matter expert in your field
·  Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor for clients

Required Technical and Professional Expertise

·  Ability to work well in a high team-oriented environment, lead from the front, and have the constant urge to succeed and win.
·  Confidence and comfortability addressing client objections and removing perceived risk
·  Goal-oriented; maintains a sense of urgency in a deadline-driven setting
·  Ability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs
·  Ability to work a set schedule, with willingness and flexibility to adjust schedule when the need arises (may include early, late, or weekend hours)
·  Ability to leverage resources throughout the business to solve complex problems with a high attention to detail
·  Strong listening and communication skills (Video Engagement, Oral & Written)- must be able to create engaging videos; ability to write an effective in-mail/email with internal teams, clients and business partners
·  Strong research skills to develop business acumen by understanding buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
·  Ability to work in a digital setting via video conference, live chat, case system, and phone meetings
·  Deliver consistent sales attainment against targets
·  Ability to travel up to 10% annually
·  Fluent (spoken/written) in English with additional language proficiencies (Chinese/Japanese )

Preferred Technical and Professional Expertise
Preferred Qualifications
·  Experience in selling cloud or opensource platforms
·  Proficient at using both digital & relevant sales tools & be confident in engaging peers and making connections
·  Excellent communication, negotiation and presentation skills and focus on client satisfaction
·  Have a strong affinity with technology, like to be hands-on and explore and build your skills.
·  Experience using CRM systems to manage customer engagement