Job ID S_D-0405046
Job type Full-time Regular
Work country Australia
Posted 04-May-2011
Work city West Pennant Hills
Job area Sales
Travel No travel
Job category Sales
Business unit ibm.com
Job role Client Representative
Job role skillset General
Commissionable/Sales-Incentive jobs only Yes
Job description
Opportunity Overview:
The successful candidate will team with field software reps and/or business partners in their assigned territory to increase the overall performance of the territory. The representative will be telephone based, selling software solutions.
As part of the inside sales team the person in this role will:
• Identify new opportunities in assigned territories, including cross-selling and up-selling.
• Actively manage the progression of all sales opportunities with a particular focus on those transactions valued at <50K.
• Team with field reps and/or business partners to progress opportunities to closure.
• Commit to and deliver results based on monthly targets/forecasts.
• Develop an effective territory plan and manage the revenue and customer satisfaction.
• Position is located in a sales call center and daily presence is required in that sales office.
This position reports to the Inside Sales Manager and will require the person to work collaboratively with the Field Software Sales Rep(s), Lead Development Representatives, and Business Partners. The Inside Sales Rep (iSR) works in a true teamed relationship with the Brand Field Rep.
The corporate culture is one in which intelligent, energetic, driven, and vibrant individuals thrive.
Additional Responsibilities:
• Understand complex product licensing and be able to apply to customer needs
• Understand internal process flows needed to book deals
• Understand IBM’s Firm Order Process
• Work closely with the Brand Field Sales and Business Partners , discussing qualified leads
Requirements:
• Must be able to work independently, and prioritize both revenue generating and non-revenue generating activities
• Strong objection handling skills
• Ability to articulate the value of IBM software solutions
• Strong ability to actively listen and determine customer needs
• Excellent interpersonal and verbal communication skills
• Strong organizational skills, discipline, attention to detail, high energy and a “can do” attitude, balance multiple tasks
• Highly motivated, competitive, self-starter with a strong sense of urgency
• High degree of confidence to interact with “C” level executives
Required
Bachelor's Degree
English: Fluent
Additional information
Qualifications/ Education:
• Bachelor’s Degree
• At least 2 years sales experience, preferably technology or software sales
• At least 2 years experience in developing customer relationships
Compensation:
• Base salary commensurate with experience
• Commission-based Sales Plan
• Full benefits package
• Fluent in English
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.
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