IBM Enterprise Sales Development Representative - Apptio 

United States, North Carolina 

682955290

• 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 (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 FAQ’s.
• Provide business acumen for customers and strive to understand the business problem we are solving 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.

Required Technical and Professional Expertise

• 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.

Preferred Technical and Professional Expertise

• 2 years plus experience in SaaS sales or telephone prospecting
• Experienced using Sales prospecting tools and CRM
• Recent, IT industry and/or enterprise selling experience is preferred. We are looking for someone who is excited to work in a fast-moving, high-growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.