Introduction
A Sales Representative (Digital) role (what we internally call a ‘Digital Sales Specialist’) within IBM Security means being the point of entry to industry-leading solutions that help our clients face into the challenges of cloud security, advanced threats, compliance and privacy, and mobile and remote security. It also ensures you’re continuously developing – personally and professionally – to stay at the forefront of industry trends, and remaining as a trusted advisor our clients’ success depend on.

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 Representative, you’ll become a trusted go-to expert. You’ll collaborate with colleagues across the Sales team – advising and supporting on client engagements throughout the critically important early phases of the sales cycle, and helping to lead prospects to 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. To help ensure this win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to…
Understanding your prospective clients’ buying cycles to accurately predict the potential and timings of deal closures – clearly communicating your forecasts with stakeholders at all levels.
Supporting your squad of Business Development, Marketing and Technical colleagues (‘IBMers’) to identify and create up- /cross-sell opportunities within your assigned territory.
Working with IBM Marketing and Sales leadership to activate targeted new business campaigns.
Collaborating with your squad to design use-cases and proofs of concept in response to prospective clients’ requests for information (RFIs)
Co-creating and presenting on high-level, value propositions for clients – successfully landing product features, functionality and solutions in a way that’s highly compelling.

Required Technical and Professional Expertise
Demonstrable experience of consultatively selling technology solutions against complex use-cases.
High proficiency of using digital sales tools and techniques (e.g. phone, CRM, social media, email etc.)
Exceptional communication skills across written and verbal medians.
Strong analytical skills with proven examples of using data to influence, make business decisions and drive commercial outcomes.

Preferred Technical and Professional Expertise
Depth and breadth of knowledge regarding the market in order to consult and advise, and quickly grow your reputation as your clients’ credible, trusted advisor. (Training is provided)