Working with various sources, you will identify, develop & expand on new sales opportunities and be responsible for driving them to closure.
Differentiates customers within client segmentation to effectively target market opportunity – install, new logo, competitive.
Aide in opportunity identification from install base and create up-sell/ cross-sell opportunities
Identify customer business needs and articulate both the value and differentiator of Sustainability solutions and how they can address these needs.
Collaborate with Business Development, Marketing, and technical reps within your squad on account strategy, demand generation activities, implementation plans, and results.
Facilitate joint account planning sessions with business partners and other IBM brand sellers covering the same territory working together in an effective way to find the right solutions for clients.
Work with tech reps to help design use case and respond to client POC and RFIs
Understand customer’s buying cycle to be able to effectively forecast likely closure of opportunity
Qualify prospects, ability to work in a digital setting via video conference and phone meetings
Professionally communicate with all appropriate levels of decision makers and influencers
Develop a social presence through your rep page and social media to drive interest and leads.
Present high-level product value propositions including solutions, features, and functions to increase buyer interest using video, phone and web presence
Build relationships of trust with key customer decision makers and experts
Achieve revenue objectives based on territory assignment
Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor for clients.
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