Sales Development Representative

6 months ago

Petaling Jaya, Malaysia IBM Full time

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

What is your mission?
Your mission as a Sales Development Representative is to progress assigned marketing Client Interests (CIs) (e.g., contact modules, trials, "hand raising" moments, events, etc.), and convert them into Sales Qualified Leads (SQLs). These “new opportunities" are passed to the business partner (called the Ecosystem) or IBM sales teams. You will focus on inbound client activity, achieving industry standard service levels driving greater lead quality and new client acquisition.

**What are you accountable for?**

**Lead qualification and Management**
- Focuses on progressing marketing Client Interests (CIs) assigned to SDR. CIs include both hand raising moments such as Contact Us and Appointments and non-hand raising moments such as trial, demo, and events.
- Research prospects to identify decision makers and influencers, understand customer feedback, and tailors campaign materials to generate interest in IBM offerings and engages with them through a variety of mediums.

**Sales Execution**
- Identifies new opportunities and creates new pipeline from Client Interests (CIs) assigned to SDR to Sales Qualify Leads (SQLs) and passes SQLs to the corresponding owner group via Sales Acceptance Lead (SAL) process.
- Meet virtually with potential buyers involving the right technical audience to assess.
- Follows direction of the Technology Unit and understands priorities.
- Familiar with the end-to-end sales process.

**Managing for Growth**
- Maintains up-to-date offering /campaign knowledge.
- Articulates the value proposition for select offerings and how they compare to competitors’ offerings.
- Understands use cases across offering portfolios; has deeper knowledge of select offerings.
- Contributes to marketing campaign strategies by providing ‘voice of the client’ feedback via Feedback Loop to assist in campaign design.
- Identifies opportunities to engage IBM channel partners to best position IBM offerings with prospects.

Required Technical and Professional Expertise
- Prospecting Skills (Hunter Skills) to identify new opportunities, develop and nurture leads originating from online client interactions.
- Digital Research to understand buyer personas, influencing factors affecting industries/clients and analyzing social media interactions, and competitive insights.
- Digital communications to leverage the convergence of technology and messaging to reach to clients and prospects.
- Agility / Adaptability to work as part of a cross functional team and able to adapt to constantly changing markets/client needs.

Preferred Technical and Professional Expertise
- Familiarity with IBM's Products and Services: Prior experience working with any of IBM's products and services (training covering IBM's portfolio will be provided).

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our I

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