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:

The Sales Development Representative will be responsible for identifying and developing new opportunities for Red Hat. This is a great opportunity to be a part of a new strategic initiative within the Digital Sales organization to help drive synergy between IBM and Red Hat. In this role, you will guide the adoption of Red Hat's infrastructure by IBM and Red Hat customers. You will work closely with the local account teams to meet demanding growth targets over the coming years. You’ll need to have excellent sales, communication, and people skills, as you'll be a crucial part of the IBM + Red Hat Sales teams, interacting with internal and external stakeholders. As a Sales Specialist, you’ll also need to have a balance of technical expertise, passion for open source, and of thorough understanding of business processes and IT problems faced at the enterprise level.

• Identify customer business needs and articulate how Red Hat solutions can address these needs; collaborate with the Sales team on account strategy, demand generation activities, implementation plans, and results

• Make extensive use of prospecting techniques to generate customer interest and provide a targeted value proposition

• Research marketing goals and objectives, Red Hat markets, supported hardware platforms, marketing and business trends, and industry knowledge to assess account needs and develop sales opportunities

• Implement aspects of territory and account management and development including qualifying, forecasting, and pipeline management of sales opportunities within your account territory

• Leverage digital tools to run outbound campaigns with targeted approach at existing IBM client base to generate interest for Red Hat offerings

• Collaborate with Marketing to build proactive sales plays that help uncover sales leads in new territories through outbound prospecting via phone calls and email, as well as digital prospecting via blogs, social listening, twitter, & reps pages

• Qualify prospects based on established BANT criteria

• Facilitate introductory meetings for Red Hat’s sales teams as appropriate

• 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

Required Technical and Professional Expertise:

• 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 open source technology

• 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

Preferred Technical and Professional Expertise:

• 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

About Business Unit:

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Location Statement:

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

• 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

• World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

• Well-being programs to support mental and physical health.

• Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

• Select educational reimbursement opportunities.

• Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

• Giving and volunteer programs to benefit charitable organizations and local communities.

• Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBM:

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.