Business Development Representative - Digital

Job description

·  Create, manage and drive to sales acceptance for all inbound and outbound leads.
·  Identify and qualify prospects through live chat, inbound marketing leads and outbound sales plays. Although this role will require 80% of time invested in proactive outbound sales prospecting.
·  Proactively engage in quarterly marketing campaign planning sessions and share ideas to further improve our engagement with clients.
·  Understand client's pain points and able to gather technical requirements and link them to business values.
·  Generate interest and provide vision of the portfolio of IBM solutions to potential customers.
·  Present a high level, technical solution to diverse audiences which includes IBM peers, partners, prospects and customers relevant to target industry or market
·  Work closely with the brand specialists and partner sales managers to ensure alignment of objectives
·  Update and maintain customer information using CRM – SalesConnect SugarCRM.
·  Engage and coordinate necessary internal resources to progress and close deals.
·  Track all lead management & sales activity through Customer Relationship Management (CRM) system – SugarCRM.
·  Understand opportunity status/visibility, progression and next steps to closure.
·  Responsible to provide the account team a detailed hand over note – adhere to BANT framework to make sure opportunities are clearly understood by all stakeholders.
·  Assist marketing and sales management develop use case materials, client references.
·  Engage with product management and provide feedback on customer reaction to products and offerings.
·  Achieve quarterly sales lead qualification, pipeline building and win revenue target. Provide weekly business progression to BDR sales manager – pipeline building activities, opportunity progression and forecast.
Auto req ID

287063BR
Required Education

Bachelor's Degree
Role ( Job Role )

Digital Representative-Lead Development Rep
State / Province

AUCKLAND
Primary job category

Sales
Company

(0099) IBM New Zealand Limited
Contract type

Regular
Employment Type

Full-Time
ERBP

Yes
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 10% or 1 day a week
IBM Business Group

Digital Sales
Preferred Education

Associate's Degree/College Diploma
City / Township / Village

AUCKLAND
Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Required Technical and Professional Expertise

Key Attributes:
·  Hungry – Always have a plan, think outside of the box and beyong the box.
·  Provocative
·  High Energy and Can-Do attitude - Growth mindset
·  Always curious – Industry trend, solution trend and competitive landscape
·  Strong team player.
·  Articulate and confident in both internal and external communication
·  Commitment to stay current with the respective solution areas and industry/sector trends
Mandatory:
·  At least 2 years of experience in Sales Development or Business Development in IT Industry
Country/Region

New Zealand
Preferred Technical and Professional Experience

·  Experience in hardware server/storage sales or in storage software (backup)
·  Experience in whitespace accounts.
·  Managed a territory with an assigned quota.
Secondary Job Category

Client Sales
Eligibility Requirements

NZ work rights
Position Type

Early Professional
Early Professional Track

No Track
Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.
Introduction

IBM's Digital Sales organization is looking for Business Development Representative – Systems Hardware based in Auckland.

The BDR is an important member of IBM's sales organisation, playing a critical role in identifying and qualifying leads as an initial point of contact, profiling customers and performing proactive territory planning/execution. BDR works in collaboration with other parts of IBM – Marketing, Account Managers, Brand Specialists, Technical Specialists, Partner Managers and Channel Business Partners.

In this role, BDR's primary objective is to identify, validate and create qualified opportunities for the team you support. You will be the customer's very first introduction to IBM experience.

In this role, it is essential that you are a driven sales rep with strong business acumen, demonstrate sales instincts and track record in developing business from ground up.
Your Life @ IBM

What matters to you when you're looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.
About Business Unit

Digital Sales is a specialized sales organization with a purpose-built infrastructure consisting of Global Digital Sales Centers in Atlanta GA, Chicago IL, Dallas TX, and Littleton MA. Digital Sales teams engage with clients of all sizes and markets to grow their businesses by solving strategic and tactical business problems with IBM's proven cognitive and cloud technology solutions.
About IBM

IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.