Sales Development Representative (Campus Hiring)

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

What is your mission?
Your mission as a Sales Development Representative is to progress assigned marketing Client Interests (CIs) (e.g. contact modules trials “hand raising” moments events etc.) and convert them into Sales Qualified Leads (SQLs). These “new opportunities” are passed to the business partner (called the Ecosystem) or IBM sales teams. You will focus on inbound client activity achieving industry standard service levels driving greater lead quality and new client acquisition.

What are you accountable for?

Lead qualification and Management

• Focuses on progressing marketing Client Interests (CIs) assigned to SDR. CIs include both hand raising moments such as Contact Us and Appointments and non-hand raising moments such as trial demo and events.
• Research prospects to identify decision makers and influencers understand customer feedback and tailors campaign materials to generate interest in IBM offerings and engages with them through a variety of mediums.
• Collaborates as One IBM with subject matter experts to strengthen and accelerate conversion.

Sales Execution

• Identifies new opportunities and creates new pipeline from Client Interests (CIs) assigned to SDR to Sales Qualify Leads (SQLs) and passes SQLs to the corresponding owner group via Sales Acceptance Lead (SAL) process.
• Meet virtually with potential buyers involving the right technical audience to assess.
• Follows direction of the Technology Unit and understands priorities.
• Familiar with the end-to-end sales process.

Managing for Growth

• Maintains up-to-date offering /campaign knowledge.
• Articulates the value proposition for select offerings and how they compare to competitors’ offerings.
• Understands use cases across offering portfolios; has deeper knowledge of select offerings.
• Contributes to marketing campaign strategies by providing ‘voice of the client’ feedback via Feedback Loop to assist in campaign design.
• Identifies opportunities to engage IBM channel partners to best position IBM offerings with prospects.

Required Technical and Professional Expertise

• Prospecting Skills (Hunter Skills) to identify new opportunities develop and nurture leads originating from online client interactions.
• 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 communications to leverage the convergence of technology and messaging to reach to clients and prospects.
• Agility / Adaptability to work as part of a cross functional team and able to adapt to constantly changing markets/clien t needs.

Preferred Technical and Professional Expertise

• Familiarity with IBM’s Products and Services : Prior experience working with any of IBM’s products and services (training covering IBM’s portfolio will be provided).