Strategic Sales Development Representative - Apptio

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.

Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell', Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges.

Your Role and Responsibilities

• Own prospecting activities into your account base.

• Develop and execute a strong prospecting plan of attack, including call scripts, audience segmentation, and approach.

• Qualify interested candidates and arrange introductory conversations with customers and Field Sales,

• Deliver sales presentations when necessary.

• Track all relevant qualification and lead management activity using SalesForce.com (including calls, prospect pipeline, account notes, etc.)

• 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.

• Provide business acumen for customers and strive to understand the business problem we are solving to best configure the solution and exceed customer expectations.

• Collaborate successfully with Field Sales to optimize team selling productivity.

• Provide value-added market intelligence to the Sales, Marketing, Product, and Customer Success teams.

Required Technical and Professional Expertise

• Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals

• Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts.Excellent organizational, analytical, and problem-solving skills.

• Creative tactics to reach the executive management of enterprise IT.

• Team player with solid communication and presentation skills.

• Strong skills in data analysis & sales tools use.

• Ability to share best practices, continually improve processes and messaging and provide clear and consistent reporting to Executive Management.

• Ability to work independently & proactively in a dynamic and aggressive startup environment.

Preferred Technical and Professional Expertise

• 2 years plus experience in SaaS sales or telephone prospecting

• Experienced using Sales prospecting tools and CRM

• Recent, IT industry and/or enterprise selling experience is preferred. We are looking for someone who is excited to work in a fast-moving, high-growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.