Introduction
Join IBM Canada’s fast-paced Digital Sales team where you’ll drive high-volume pipeline growth, engage customers through digital channels, and close deals at pace. As a Digital Sales Specialist (DSS) you will partner with your Digital Technical Specialist, Marketing, Business Partners to present compelling value propositions, design PoCs, and support upsell/cross-sell efforts with customers. Digital Sales Specialists operate well in ambiguity, are self-starters, and are exciting to find solutions to unique customer problems.
Digital Sales Specialists (DSS) are accountable for both Existing and New Client Acquisition, using a mix of telephone, email, social and event activities to meet and engage with customers and prospects. Upon completion of IBM Global Sales School, Digital Sales Specialists are aligned to a unique territory to make their own.
Part of IBM’s onboarding process, new hires are placed in IBM’s Global Sales Program, which is a structured, extensive set of training activities that are geared toward building elite digital sales capabilities. The first 6-weeks focuses on IBM’s sales methodology, consultative sales, and real-world application via ongoing mentorship and monthly milestones.
Digital Sales Specialist operate in a hybrid environment (three days in office, per week) at our flagship Head Office in Markham, Ontario.
Your role and responsibilities
As a Digital Sales Specialist, you will become a trusted advisor for IBM Customers and Prospects, engaging with IBM technical and ecosystem partners. You will collaborate on client engagements during the critical early phases of the sales cycle, guiding prospects to our award-winning technology solutions. Your success in this role will contribute to the prosperity of your career, team, and clients.
Your primary responsibilities include:
- Account Planning and Stakeholder Management
- Proactively reach out to clients using Digital Tools (telephone, email, social media) to engage with prospects and existing customers to identify new opportunities (up-sell/cros-sell or new customer)
- Engaging in planning with colleagues (Digital Technical Specialist and Sales Development Representatives) on tactical territory plan regularly
- Meet weekly KPIs for outbound activities (100+ calls per week, 200 activities (emails/linked), opportunity identification, progression and achieving quarterly targets (key tenet for role)
- Sales Execution
- Become an expert in a focused set of products, depending on team you will be part of (eg. Automation, Data&AI, Storage, Power/Cloud), understanding applicable use-cases, customer probes, and key value prop & differentiators
- Own opportunity identification and solution development for revenue generation
- Engage the appropriate technical resources to secure technical sales wins
- Partner with clients to co-create solutions using assigned offerings/products.
- Utilize tool stack and social selling skills effectively.
- Managing for Growth
- Maintain up-to-date technical proficiency and product knowledge.
- Participate in Proof of Concepts and Proof of Technology to process opportunities.
- Manage territory and strategy, and A/B test different outreach tactics and collaborate with peers on best of breed outcomes
- Present quarterly business reviews to refine outreach and benefit in coaching
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Outcome based: Track record of delivering outcomes on committed timelines, experience in ‘working backwards’ from a problem statement and all the steps to achieve desired outcome
- Teaming: Ability to work with cross-functional teams with, in and outside of IBM, to support customer objectives and achieve results, coachability and communication are key
- Time Management: be able to prospect, engage with your territory and customers (100+ calls a week), while also supporting progression week to week (PoCs/demos, presentations, briefings), to drive quarterly targets
- Self-Starter: Willingness to work in ambiguity (limited structure), with coaching/mentors available, to develop territory and engagement plan with customers
- Ability to influence client technology decisions points (Why IBM…)
- Track record of making data-driven decisions, and being able to pivot with new information, and over-communicating to key stakeholders on thought process
Preferred technical and professional experience
- 1+ years of sales experience in the technology industry, such as software, hardware, cloud services, or enterprise IT solutions.
- Understanding of IBM’s strategy and how does this fit into the broader technology landscape
- Practical knowledge of B2B Technology Sales (experience a plus)
- Familiarity with cold calling and prospecting (building relationships)
- Direct experience in a B2B Sales Environment
- Fluency in French (both written and spoken)
