Sales Development Representative - Apptio - Sydney

Job description

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

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 Commercial 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 Technical and Professional Expertise

·  More than a few 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.
·  Valid full time, long-term working rights in Australia.

Preferred Technical and Professional Expertise

·  Recent, IT enterprise selling experience is helpful.
·  Agile experience.