IBM Digital Sales Specialist - Red Hat 

Malaysia, Selangor 

270948135

• Working with various sources, you will identify, develop & expand on new sales opportunities and be responsible for driving them to closure
• Differentiates customers within client segmentation to effectively target market opportunity – install, new logo, competitive.
• Aide in opportunity identification from install base and create up-sell/ cross-sell opportunities
• Identify customer business needs and articulate both the value and differentiator of Red Hat solutions and how they can address these needs
• Collaborate with Business Development, Marketing, and Technical reps within your squad on account strategy, demand generation activities, implementation plans, and results
• Facilitate joint account planning sessions with business partners and other IBM brand sellers covering the same territory working together in an effective way to find the right solutions for clients
• Work with tech reps to help design use case and respond to client POC and RFIs
• Understand customer’s buying cycle to be able to effectively forecast likely closure of opportunity
• Qualify prospects, ability to work in a digital setting via video conference and phone meetings
• Professionally communicate with all appropriate levels of decision makers and influencers
• Develop a social presence through your rep page and social media to drive interest and leads.
• Present high-level product value propositions including solutions, features and functions to increase buyer interest using video, phone and web presence
• Build relationships of trust with key customer decision makers and experts
• Achieve revenue objectives based on territory assignment

Required Technical and Professional Expertise

• Understand the Digital End-to-End Processes – strong working knowledge of digital processes from marketing to consumption and renewals along with ability to make changes when needed
• Prospecting Skills (Hunter Skills) – confidence in prospecting strategies to identify new opportunities within existing territory and new logos
• Execute the digital sales strategic mission – understands the critical sales plays and value proposition of the organization
• Agility / Adaptability – ability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs
• Communications – (Video Engagement, Oral & Written)- sellers must be able to create engaging videos; ability to write an effective in-mail/email with internal teams, clients and business partners
• Digital Research – develop business acumen by understanding buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights
• Digital Networking & Content Curation – leverage seller connections / social presence, by knowing what content to share, how often and to whom; creating blogs, posts, and articles to elevate seller to subject matter expert status
• Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor for clients

Preferred Technical and Professional Expertise

• 2+ years in a solutions sales role with a consistent track record of achieving personal targets
• Proficient at using both digital & relevant sales tools & be confident in engaging peers and making connections
• Candidates with experience in selling automation, hybrid cloud, opensource platforms will be preferred.
• Excellent communication, negotiation and presentation skills and focus on client satisfaction
• Strong personal integrity and an affinity with technology
• Experience using CRM systems to manage customer engagement