Market Development Representative - Apptio

Introduction
A Technology Sales Specialist role (what we internally call a ‘Brand Sales Specialist’) in IBM’s Data & AI brand means accelerating enterprises’ success by improving their ability to understand their data. It means providing solutions that enable people across organizations in multiple roles the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.
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 IBM’s products and services.

Your Role and Responsibilities
Some of your responsibilities will consist on:

• Own prospecting activities into your account base.
• Develop and execute on a strong prospecting plan of attack including call scripts audience segmentation and approach.
• Qualify interested candidates and arrange introductory conversations with customers and Field Sales
• Deliver sales presentation when necessary.
• Track all relevant qualification and lead management activity using SalesForce.com (including calls prospect pipeline account notes etc.)
• Quickly learn the technical aspects of the product effectively communicate the value proposition and be able to react to objections competitive questions and other FAQ’s.
• Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations.
• Collaborate successfully with Field Sales to optimize team selling productivity.
• Provide value added market intelligence to the Sales Marketing Product and Customer Success teams.

Required Technical and Professional Expertise

• Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals.
• Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts.
• Excellent organizational analytical and problem solving skills.
• Creative tactics to reach the executive management of enterprise IT.
• Team player with solid communication and presentation skills.
• Strong skills in data analysis & sales tools use.
• Ability to share best practices continually improve processes and messaging and provide clear and consistent reporting to Executive Management.
• Ability to work independently & proactively in a dynamic and aggressive startup environment.

Preferred Technical and Professional Expertise

• Multiple years experience in SaaS sales or telephone prospecting is preferred.
• Experienced using Sales prospecting tools and CRM
• Recent IT industry and/or enterprise selling experience is preferred. We are looking for someone who is excited to work in a fast moving high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.