Introduction A Sales Development Representative (SDR) is a sales role within the Digital Sales team. The focus of an SDR is to achieve and exceed industry service levels by developing highly qualified opportunities. SDRs action assigned marketing Client Interests (CIs) (e.g., contact modules, trials, "hand raising" moments, events, etc.) and other marketing workloads, and progress them to qualified pipeline (SQLs). These opportunities are passed to IBM sales teams or Business Partners. Today, SDRs focus on inbound client activity and outbound sales development activities driving pipeline creation and new client acquisition.

Sales Development Representatives are the tip of the spear for New Client Acquisition opportunity identification (using data, and Digital Tools to focus prospecting on the right personas, client segments, and value propositions to improve probabilities for opportunity creation). SDRs partner with Digital Technical Specialists, Digital Sales Specialists and eco-system partners to drive quarterly targets.

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.

Sales Development Representatives 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 Sales Development Representative in Digital Sales, you will be IBM’s initial point of contact for inbound client sales activities. Your primary objective will be to qualify leads by assessing customer budgets, identifying decision-makers, understanding business needs, and determining procurement timelines, ultimately converting leads into new business opportunities. By prioritizing prompt engagement, you will utilize your digital, product, and consultative selling skills to connect client needs with IBM’s solutions. Collaboration with the Sales team is essential, as you will advise and support new business engagements during the critical early stages of the sales cycle.

Success in this role means flourishing in your career while ensuring our clients thrive. A ‘day-in-the-life’ may involve:

Lead Qualification and Management

• Progress marketing Client Interests (CIs) assigned to you, including both active inquiries and passive interest such as trials, demos, and events.
• Research prospects to identify decision-makers and influencers, tailor campaign materials, and engage through various communication channels.
• Collaborate with IBM subject matter experts to enhance and expedite lead conversion.

Sales Execution

• Identifies highly qualified opportunities as Sales Qualified Leads (SQLs) and passes SQLs to corresponding Territory Seller or Business Partner via the Sales Accepted Lead (SAL) process
• Support all client segments, with special focus on Select Digital (and New Client Acquisition)
• Responsible for maintaining up-to-date product offering knowledge and delivering technical demos to customers on select product offerings
• Speed to customer by upholding or exceeding SLA responses
• Follow-the-sun 24x7 live chat coverage for high priority client hand raising moments

Preferred Education Bachelor's Degree

Required Technical And Professional Expertise

• Drive over 100 calls per week to prospects (to support Opportunity Creation) and 200 activities (social selling & email engagement) to maximize client engagement
• Develops expertise in one or more brands (e.g. Data, Automation, Power, Storage) or product specialties (e.g. SPSS, MaaS360, B2Bi) assigned to the seller as part of their squad or market coverage
• Demonstrates prospecting, hunter skills through lead nurturing and campaign optimization to progress workload assigned
• Aligns with Digital Sales Specialists and leverages buyer intelligence to execute outbound sales prospecting motions
• Possesses proficiency in active listening, inquisitive discovery, and rapport building to understand client needs and propose IBM solutions
• Demonstrates effective utilization of digital tools to drive client engagement, including, but not limited to, SalesLoft, ISC, and digital enablers

Preferred Technical And Professional Experience

• Experience collaborating with strategic partners, including pre-sales and co-selling scenarios.
• Understanding of the technology sector.
• Practical knowledge of Design Thinking methodology.
• Familiarity with various go-to-market strategies.