Introduction
Technology Sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell' we're looking for recent graduates and/or individuals with early career sales experience who want to combine their technical interests and education with the people skills needed to prospect and co-create with customers, partners, and colleagues on solutions to our clients' most complex business challenges.
In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions that meet our clients' needs. It's not enough for us to have the technical expertise, we need to be great with people - to empathize, understand, and collaborate on technical solutions that will improve lives all over the world.
A Brand Sales Specialist role within IBM means you're providing clients with the heartbeat of their digital enterprise. With solutions that are secure, reliable, scalable, sustainable, and can integrate with hybrid cloud and AI, you'll be co-creating with colleagues and clients to deliver the engine that sits at the centre of their digital transformation's success.
IBM’s comprehensive onboarding and industry leading learning culture will set you up for positive impact and success, whilst ongoing development will continually advance your career. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds – 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 Brand Sales Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.
Your primary responsibilities will include, but not be limited to:
- Sales Prospecting: Apply IBM’s sales methodology to identify new clients and opportunities for expansion with existing clients through multiple channels (email, phone, video creation, social media) - this includes a considerable amount of cold calling.
- Education and Enablement: Beginning your journey at IBM, you will be in 6 weeks of Global Sales School training that is virtual. There is also 2+ weeks of in-person, dedicated, hands-on training which will allow you to learn side-by-side with your peers. Product knowledge and additional training will be offered to expand your sales expertise.
- Building Credibility and Trust: Through consultative methods at all levels, both internally and externally, to facilitate the closure of highly complex deals.
- Solution-Selling Expertise in Business Development: Apply solution-selling skills to identify and engage decision makers and influencers, assess business opportunities, and address clients' requirements to establish enduring, strategic partnerships.
- Account Planning and Business Value Articulation: Oversee a dedicated client portfolio and convey the distinctive value of IBM's technology at both technical and business levels.
- End-to-End Sales Process Management: Take charge of the complete sales process, encompassing RFI/RFP response preparation and ensure the attainment of KPIs, with a notable emphasis on new business sales, while also extending services to existing accounts.
- Collaboration Across IBM Sales Ecosystem: Collaborate with the broader IBM sales ecosystem, from Marketing to Sales and technical colleagues, as well as IBM Business Partners, to formulate sales campaigns and augment the pipeline.
To Be Successful In This Role, You Will Need
- Confidence to contact and engage potential new customers and deliver an elevated experience.
- Motivation to achieve sales, business objectives and high client satisfaction.
- Aptitude to utilize selling technologies to network, engage clients, and identify new business opportunities.
- Embrace curiosity and a growth mindset.
You may work with any of the following technologies: Data, Artificial Intelligence, Automation, Cloud, or Systems Hardware.
Opportunities are available in: Atlanta GA, Boston MA, Chicago IL, Dallas TX, New York NY, Raleigh NC, San Francisco CA, Costa Mesa, CA and Washington DC.
Approximately 25% travel may be required in this role, based on client needs and needs of the business.
~ 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.
Preferred Education
Associate's Degree/College Diploma
Required Technical And Professional Expertise
- Technical Education: B.S. or M.S. in Business/Communications with a STEM minor, Computer Science, Engineering, Information Systems, or similar technical disciplines.
- Client Focused: Asks open-ended questions and understands needs to address business challenges.
- Tech Savvy: Conversant about technology, latest industry trends and how it is being applied to address business challenges.
- Team Player: Demonstrates team collaboration and can navigate different communication styles.
- Excellent Communication Skills: Possess verbal, written, and interpersonal skills that are engaging, compelling and influential.
- Self-Starter: Motivated to work with clients and can lead projects independently.
- Readiness to travel up to 20%
Preferred Technical And Professional Experience
- Programming coursework or experience a plus.
