Sales New Business Digital Sales Representative, Apptio Commercial Sales Sydney, Au
vor 2 Wochen
IntroductionAt 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, let's talk.
Your Role and ResponsibilitiesApptio 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 Digital Sales Specialist, 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 successfully 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:Help our team drive revenue to meet or exceed quarterly revenue targets.Leverage our best-in-class sales tools, including prospecting automation and intent data.Master the discovery phase, leverage proven sales methodology, and drive interest into product demonstration.Understand customer needs, influence their Cloud roadmap, and build mutual value at each stage of the client's cloud journey.Efficiently tie sales steps together, continuously try to shorten the sales cycle while anchoring on customer value.Retain your newly acquired customers by expanding their use of our products.Manage all activities and keep updates in Salesforce. Required Technical and Professional Expertise2 plus years of software sales experienceStrong outbound prospecting skillsTechnology-related full lifecycle new business sales experienceExceptional verbal and written communications skillsExperience using a CRM software system, preferably Salesforce, and modern prospecting tools, preferably SalesLoftExperience working with and selling alongside partnersExperience selling in a fast-paced dynamic selling environment Preferred Technical and Professional ExpertiseSaaS and/or Analytics experience preferredExperience working in and with a selling system (Sandler, MEDDIC, Force Management)Background in public cloud infrastructure and pricingProven C-level selling and negotiation experienceExperience selling to Agile and DevOps teams.Formal solutions selling training
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