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Digital Sales Specialist

4 months ago

Dublin, Dublin City, Ireland IBM Full time

Introduction
'Digital Sales' in IBM is evolving with a team that's being reshaped for an exciting future.

We're building the next generation technology sales team to break beyond boundaries with innovative approaches, and new ways to engage prospective clients. Autonomous and specialized, we're moving from an approach of just simply 'showing' to also 'co-creating' with customers on their business critical, world-changing solutions. Whether a client needs to turbocharge their flash access with lower latency, or better scale big data and AI applications, a Sales career in IBM Storage means collaborating with clients to uniquely support just about every use case. It means growing your career whilst having a positive impact on some of the most well known organisations on the planet - All with the backing of a brand that has been named a leader in this space 30 times by Gartner. Your Role and Responsibilities
As a Digital Sales Specialist 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 cloud solutions. We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and 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 Storage market in order to consult and advise, and quickly grow your reputation as your clients' credible, trusted advisor. (Training on IBM's Storage offerings is provided.)
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