Job Information
IBM Market Development Representative - Apptio in Research Triangle Park, North Carolina
Introduction
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, lets talk.
Your Role and Responsibilities
Some of your responsibilities will consist on:
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 FAQ's.
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.
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
Multiple years experience in SaaS sales or telephone prospecting is preferred.
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.
About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.
Your Life @ IBM
About IBM
Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
Financial programs such as 401(k), cash balance pension plan, 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. IBM also offers paid family leave benefits to eligible employees where required by applicable law.
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.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.