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Introduction

A Sales Representative (Digital) role (what we internally call a ‘Digital Sales Specialist’) in Red Hat means a career where you’re leading prospective clients through Red Hat’s vast portfolio to help them solve for real world challenges. It means you’ll be directly impacting their adoption of next- generation cloud platforms to develop, run and manage workloads of some of the world’s most transformational enterprises and culturally influential brands. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in Red Hat’s products and services.

Your role and responsibilities

NOTE: This role requires the ability to be in the Austin, TX - IBM office four (4) days each week.

• Working with various sources, you will identify, develop & expand on new sales opportunities and be responsible for driving them to closure

• Differentiates customers within client segmentation to effectively target market opportunity - install, new logo, competitive.

• Aide in opportunity identification from assigned clients and create upsell/ cross-sell opportunities

• Identify customer business needs and articulate both the value and differentiator of Red Hat solutions and how they can address these needs

• Collaborate with Business Development, Marketing, and Technical reps within your squad on account strategy, demand generation activities, implementation plans, and results

• Facilitate joint account planning sessions with business partners and other IBM brand sellers covering the same territory working together in an effective way to find the right solutions for clients

• Work with tech reps to help design use case and respond to client POC and RFIs

• Understand customer’s buying cycle to be able to effectively forecast probability to close an opportunity

• Qualify prospects, ability to work in a digital setting via video conference and phone meetings

• Professionally communicate with all appropriate levels of decision makers and influencers

• Develop a social presence through your rep page and social media to drive interest and leads.

• Present high-level product value propositions including solutions, features and functions to increase buyer interest using video, phone and web presence

• Collaborate with Red Hat Marketing and IBM Sales leadership to execute targeted new business campaigns

• Build relationships of trust with key customer decision makers and experts

• Achieve revenue objectives based on territory assignment

• Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor for clients

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 mediums

* Strong analytical skills with proven examples of using data to influence, make business decisions, and drive commercial outcomes

* Experience working in a solutions sales role, cold calling, and identifying potential leads

* Motivation to understand customer business objectives and challenges and the ability to produce a narrative that addresses these business objectives

* Solutions sales mentality in a company with multiple offerings and services

* Knowledge of sales tools like Salesforce.com (SFDC), SalesLoft, Outreach

* Ability to discuss key industry issues at multiple levels within an organization

Preferred technical and professional experience

* 2-5 years in a solutions sales role with a consistent track record of achieving personal targets

* Experience selling to Public sector clients - State, Local, and Education (SLED)

* Proven technical sales experience in enterprise infrastructure and cloud software solutions

* Previous experience building relationship and growing existing business accounts

* Depth and breadth of knowledge and consultative selling to quickly grow your reputation as your clients’ credible, trusted advisor (training on Red Hat offerings is provided)

* Using data to make decisions and drive business outcomes

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.