Sales Representative (Digital) – MaaS360 Channel

Job Description

Introduction
NOTE: You will be required to work from IBM’s Philadelphia office at least two (2) days each week, subject to change.

As a Digital Sales Specialist, you’ll become a trusted go-to expert. You’ll collaborate with colleagues across the Sales team – helping to lead prospects to IBM’s MaaS360 offerings, and advising and supporting client engagements throughout the full sales cycle.

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’ and business partners) 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 client’s requests for information (RFIs)
Co-creating and presenting high-level, value propositions for clients – successfully landing product features, functionality, and solutions in a way that’s highly compelling.

Your Role and Responsibilities

This position is responsible for evangelizing IBM MaaS360, for Unified Endpoint Management, to our Telco Partner, T Mobile. 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

Experience with Telcos like T Mobile, Verizon, AT&T
SaaS Sales Experience
Experience with presenting in-person and virtually to groups of 10-100 people
Excellent Presentation Skills
Excellent Communication Skills (both written and verbal)
Possess a Growth Mindset
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

Experience with handling business partners and distributors for a SaaS product
Depth and breadth of knowledge regarding the Security market in order to consult and advise, and quickly grow your reputation as your clients’ credible, trusted advisor. (Training on IBM’s security offerings is provided)
Experience with mobility and mobile device management is preferred, but not required.