Summary:
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
The Cloud Automation DDRs are responsible for generating opportunities and closing their own deals where possible, delivering the highest standards of customer care and developing a strong Channel relationship. Main KPI’s include opportunity identification and WON Revenue. The DDR will be a proactive hunter highly skilled in Social Selling and managing their own outbound campaigns. Also the DDR, will work on inbound responses generated from multiple marketing activities and be aligned to the relevant IBM Client and Channel Managers to develop sales opportunities for the Cloud Automation Business Unit
You will also work closely with the marketing team to develop, execute and evaluate marketing campaigns and other tailored outbound sales plays.
Responsibilities:• Screening & Qualifying marketing generated responses.
• Follow up leads as a result of lead generating activities organised by marketing (Events, Product Trials, 3rd Party Agency leads, Direct Mails etc.)
• Follow up other sourced leads (Web, Incoming calls, Livechat, Digital Marketing Campaigns)
• Qualifying these leads to a very high standard according to defined criteria (e.g. BANT and CRA)
• Canvassing and developing target accounts (including new customers, commercial (SME) and enterprise)
• Ability to have conversations with C-Level role profiles
• Ability to host and present on customer calls and WebEx’s
• Building opportunities according to the defined criteria through research of customers and prospects independently from lead generating programs performed by marketing.
• Cultivate customer relationships as needed for the more complex sale or solution sales
• Have a team approach with aligned client & channel managers and other key positions within the sales organisation.
• Help increase the quality of opportunities in the pipeline and create a critical mass of short-listed opportunities.
• Company profiling (Target Accounts) The DDR responsible for profiling named accounts. In close collaboration with the sales team he/she will provide insight into target accounts, structure and priorities so that the sales teams can point their efforts most effectively.
• Enriching and ensuring data quality (GDPR)
• Monitoring developments in the business community and using this information to be more effective in discussions with prospects and customers
• Reporting weekly opportunity updates and feedback on marketing campaigns
• Critical thinking is key and the ability to receive and give constructive feedback.
Required Technical and Professional Expertise:
Strong desire to build a career in IBM
• An understanding of business processes within larger organisations
• 2-4 years of Sales Experience
• Can translate business pains into business needs
• Ability to work on multiple tasks simultaneously while managing your time efficiently
• The ability to have a business conversation with senior business management, executives etc.
• The ability to retrieve essential information around the BANT criteria
• An (inside) sales background in ICT
• Full sales cycle experience
• Well versed in business intelligence and performance management terminology within larger organisations
• Feels confident on the phone
• Focused on Quarterly targets set
• Fluent German and English Languages
Preferred Technical and Professional Expertise:
Focused on and motivated by both bringing value to the company and your own personal growth
• Dedicated, constantly willing to learn and resilient
• Be a keen to hunt for business in a proactive team player manner
• Manage the reactive side of the business keeping customer experience as a top priority
