Digital Sales Specialist - Automation Portfolio

Introduction
At 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, lets talk.

Your Role and Responsibilities
Your mission as Digital Sales Specialist is to proactivity contact customers to drive opportunity identification, progression and closure with Ecosystem partners in the Select segment. You will leverage an advanced set of tools and applications, referred to as technology stack, to manage the sales process. Digital Sales Specialist are specialized and accountable for driving a set of Digital Sales Focus Products in Data & AI, Automation, AI Apps, Security, Systems, and Red Hat.

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• Proactively hunts for new opportunities to sell selected products.
• Delivers unique, incremental revenue / value aligned with Brand Sales Specialist & Business Partner Rep to achieve territory objectives.
• Deal progression and co-sales with / lead pass to business partner for focused set of offerings.
• Owns OI and solution win for specific products (e.g., MaaS 360).
• Brings in the right technical resources to drive technical sales win (e.g., Digital Technical Specialist).
• Partners with Brand Sales Specialist for C-level conversations.
• Partners with clients to co-create solutions leveraging assigned offerings / product.
• Responsible for keeping technical proficiency and product knowledge up-to-date.
• Manages territory strategy and planning.

• Prospecting Skills (Hunter Skills) to identify new opportunities within existing territory and new logos (whitespace)
• Knowledge of Storage portfolio
• Digital Research to understand buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
• Personal branding to establish self as a subject matter expert in your field
• Digital networking and content curation to leverage professional social presence, understanding when and how to share relevant articles, blogs, and posts
• Digital communications to leveraging the convergence of technology and messaging to build reach to clients and prospects
• Agility / Adaptability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs