Apptio- Automation- Sales Development Representative; Public Sector

About the position

Join the world's leading software company for IT professionals. You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and the ability to manage and focus in a complex and dynamic environment. We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You will be expected to travel in support of your territory management plan a minimum of three times a year. Opportunities for career development are limitless on the back of a rapidly growing and evolving company.

Responsibilities

• 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 FAQs.
• 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.

Requirements

• Associate's Degree/College Diploma
• 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.

Nice-to-haves

• Bachelor's Degree
• Experience in SaaS sales or telephone prospecting is preferred.
• Experienced using Sales prospecting tools and CRM.
• Working history in Public Sector.
• Recent IT industry and/or enterprise selling experience is preferred.

Benefits

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs.
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.