Job
Description
Responsible for driving the strategy, sale, and deal closing for offerings in assigned client set
Work on opportunities provided by OI sources as SAL
Proactively hunt for new opportunities to sell selected products
Deliver unique, incremental revenue/value aligned with Brand Sales Specialist & Business Partner Rep to achieve territory objectives
Responsible for keeping technical proficiency and product knowledge up-to-date
Leverage marketing to drive LTV
Required Technical and Professional Expertise
- Identifies new opportunities and creates new Identified pipeline from MQLs to SALs
- Meets virtually with potential buyers to assess needs and qualify leads
- Works closely with technical sellers and offering management, and brings in the right technical audience into select client conversations
- Pass SALs to Digital seller /Ecosystem team based on agreed validation /qualification stage
- Familiar with end-to-end sales process
- Access to the Red Hat tools and CRM system to operate effectively
- Focus on progressing MQLs originating from digital inbound and marketing campaigns (eg. Live Chat, phone, social engagement, events, paid media)
- Identify decision makers and influencers, and reach outbound to generate interest in focus offerings
- Align pursuits with existing account plans and collaborates with DSR & DTR to strengthen and accelerate opportunity success
- Leverages a variety of mediums and approaches to engage with prospective clients, including digital campaigns, social media etc
- Build relationship and leverage the IBM brand seller to help connect with the influencers and decision makers of the client
Preferred Technical and Professional Expertise
- Remains up to date on offerings and campaigns.
- Monitor opportunities with the client for long term business development of renewal
- Understands use cases across offering portfolios; has deeper knowledge of select offerings
- Contributes to marketing campaign strategies by providing voice of the client feedback to assist in campaign design
- Identifies opportunities to engage IBM channel partners to best position IBM offerings with prospects
- Work with CSM in the account to create life time value (LTV)