Sales Development Representative

3 weeks ago

Sydney, Australia IBM Full time

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

Apptio solutions from IBM help organizations make smart decisions as they analyze, plan, optimize, control, and collaborate on investments that will transform the IT operating model. Our fast-paced team prides ourselves on teamwork to grow our customer base and help customers achieve success.

As a Sales Development Representative, you will proactively hunt for and develop new business relationships and acquire new Apptio clients, generate revenue, and help customers achieve their goals. You will need experience in outbound prospecting, navigating a sales cycle, consultative selling skills, and the ability to drive results in a complex and dynamic environment. You will be expected to provide product demonstrations, and work with technical counterparts to successful orchestrate and win Proof of Values (POVs) with prospective clients.

We will help grow your selling skills to SaaS Commercial accounts as well as communication and building internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing, and sales engineering teams.

What we want you to do:

- Own prospecting activities into your account base.
- Develop and execute on a strong prospecting methodology, including call scripts, audience segmentation and approach.
- Qualify interested potential clients and arrange sales appointments.
- Deliver sales presentations when necessary.
- Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQ's.
- Collaborate successfully with Field Sales to optimize team selling productivity.
- Provide market intelligence to the Sales, Product, and Customer Success teams.

Required Technical and Professional Expertise
- 3 plus years plus experience in SaaS sales or telephone prospecting within the Technology industry.
- Proven creative tactics to reach the executive management of enterprise IT, along with experience in selling to C Suite.
- Excellent organizational, analytical, and problem-solving skills.
- Great teammate with solid communication and presentation skills.
- Strong skills in data analysis & sales tools use.
- Experience working with and selling alongside partners.
- Australian citizenship or permanent residency.

Preferred Technical and Professional Expertise
- Background in public cloud infrastructure and pricing.
- Recent, IT enterprise selling experience is helpful.
- Experience selling to Agile and DevOps teams.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

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