Enterprise Sales Development Representative - Apptio

$68,000 - $92,000/Yr

IBM - Durham, NC

Part-time - Entry Level

Durham, NC

Computer and Electronic Product Manufacturing

About the position

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, let's talk. Technology sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to ‘show' vs. ‘tell', Client Engineering co-creates with prospective customers, in real-time, on solutions to their hardest business challenges. In this role, you will own prospecting activities into your account base. You will develop and execute a strong prospecting plan of attack, including call scripts, audience segmentation, and approach. Your responsibilities will include qualifying interested candidates and arranging introductory conversations with customers and Field Sales, delivering sales presentations when necessary. You will track all relevant qualification and lead management activity using SalesForce.com, including calls, prospect pipeline, account notes, etc. You will 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. Providing business acumen for customers and striving to understand the business problem we are solving will be key to configuring the solution and exceeding customer expectations. Collaboration with Field Sales will be essential to optimize team selling productivity, and you will provide value-added market intelligence to the Sales, Marketing, Product, and Customer Success teams.

Responsibilities

• Own prospecting activities into your account base.
• Develop and execute 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 presentations when necessary.
• Track all relevant qualification and lead management activity using SalesForce.com.
• Quickly learn the technical aspects of the product and effectively communicate the value proposition.
• React to objections, competitive questions, and other FAQs.
• Provide business acumen for customers to understand the business problem being solved.
• 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

• 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

• 2-5 years plus experience in SaaS sales or telephone prospecting.
• Experienced using Sales prospecting tools and CRM.
• Recent IT industry and/or enterprise selling experience.

Benefits

• 401(k)
• Dental insurance
• Disability insurance
• Employee stock purchase plan
• Health insurance
• Life insurance
• Paid time off