Sales Development Representative

Job Description

IntroductionAt 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 ResponsibilitiesThe Sales Development Representative (SDR) will be responsible for identifying and developing new opportunities for one of IBM?s recent acquisitions, Turbonomic. This is a great opportunity to be a part of a new strategic initiative within the Digital Sales organization to help drive the growth of Turbonomic?s AIOps solution in the EMEA region/ MEA region.In this role, you will work closely with the local account and marketing teams to support lead follow up, demo generation and opportunity indentification. You?ll need to have excellent sales, communication, and people skills, as you?ll be a crucial part of the account teams, interacting with internal and external stakeholders.As a Sales Development specialist, you?ll also need to have a good balance of technical acumen, passion for cutting edge technologies, and of thorough understanding of business processes and IT problems faced at the enterprise level.

• Identify customer business needs and articulate how the Turbonomic Application Resource Management (ARM) platform can address these needs; collaborate with the Sales team on account strategy, demand generation activities, demo generation, and opportunity identification
• Make extensive use of prospecting techniques to generate customer interest and provide a targeted value proposition
• Support marketing goals and objectives, with timely follow up of marketing generated leads
• Leverage digital and social tools to run outbound campaigns with targeted approach to generate interest for Turbonomic offering
• Facilitate introductory meetings with prospects for IBM account owners
• Support the journey from initial client engagement, to exploratory meeting, and onto a full solution demo
• Meet quantitative and qualitative performance expectations
• Collaborate with the wider sales team to advance key cloud and infrastructure opportunities
• Build relationships of trust with key customer decision makers and experts

• Experience working in a solutions sales role
• Experience cold calling and identifying potential leads
• Motivation to understand customer business objectives and challenges and the ability to produce a narrative that addresses these business objectives
• Passion for AI and Cloud technologies
• Solutions sales mentality in a company with multiple offerings and services
• Knowledge of sales tools like Salesforce.com (SFDC), SalesLoft, Outreach
• Excellent communication, analytical, problem-solving, and interpersonal skills
• Ability to discuss key industry issues at multiple levels within an organization

• 3+ years of experience working in a solutions sales role
• Proven technical sales experience in enterprise infrastructure and cloud software solutions
• Previous experience building relationship and growing existing business accounts
• A commitment to stakeholder satisfaction

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