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 world’s 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
Responsible for driving overall territory strategy & execution, delivering target Total SYB and Net new for RH products in the Emerging market.

• Coaches digital squad through the end-to-end sales process, supporting progression and the closure of opportunities
• Executes digital strategy with emerging territory.
• Manage Red Hat support team relationship in the territory (Partners/Tech/MDRs)
• Interlock with marketing to build plan for inbound / outbound campaign to generate pipeline
• Relationship building with RedHat Geo leaders and Global leaders.

Responsibilities
Account Planning & Stakeholder Management

• Facilitate overall territory strategy and planning. Contributes to territory planning process for effective coverage plan.
• Builds and maintain relationships with key RH business partners in territory and engages then with squad members as part of territory management.
• Acts as squad strategist to better understand client/territory insights; targeted sales motions to drive Net New bookings and new logo.

Sales Execution

• Understand end to end sales process, and draw upon their expertise to communicate issues, solve problems, and improve sales execution to deliver business outcome.
• Has strong understand and leverage digital practices and sales tools such as SFDC, Outlook/Sales loft, dashboards, etc. and to ensure effective usability by the sales team.
• Building high performance sales team through key metrics deployment and performance management.

Managing for Growth

• Act as coach/mentor to squad members in both areas of selling as well as career development.
• Inspire team to build high performances sales culture, at the same time focus on performance management of the team

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.
• Agility / Adaptability – ability to lead a cross functional team and able to manage/adapt to constantly changing markets/client needs.
• Communications/Collaboration – Strong communications skills to be able to collaborate with other teams including Ecosystem, Marketing, Support team and Renewal team etc.
• Execute the digital sales strategic mission – understands the critical sales plays and value proposition of the organization, roadmap of the mission and evaluating new opportunities to engage.
• Coaching Skills – ability to coach and mentor squad members on selling techniques as well as ability to provide career coaching and performance management
• Relationship Management Skills – ability to lead a squad with a growth mindset, incorporating empathy, leadership, social skills and building long term relationship with the RH team.

Preferred Technical and Professional Expertise

• 8 years in a solutions sale’s 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 automation, hybrid cloud, opensource platforms 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