The Digital Development Representative (DDR) team are the first point of contact for existing & new IBM Clients who require advice & insights on IBM services and solutions. A successful Digital Development Representative (DDR) follows up on marketing initiated responses & connects with IBM prospective clients to understand & identify business needs, provide demo / pricing guidance and engages IBM technical teams as required. Depending on complexity of the sales cycle & client preferences, DDRs work seamlessly with IBM sales, BP channel partners and /or IBM Marketplace platform as the client project progresses.DDR Team extend and leverage IBM awareness and reach via outbound prospecting initiatives. Our DDR teams are aligned with IBM Products and Solution offerings. Role Responsibilities
Manage multi-channel Inbound Client Enquiries & Interactions to ensure a signature client experience
Validation of Inbound / Outbound leads from Telephone, email and Web/Chat as a result of lead generating activities organised by marketing (online, seminars, trade shows, direct emails etc.)
Qualify prospects based on established BANT criteria prior to passing validated lead to appropriate Sales route
Canvassing and developing target accounts in association with IBM sales teams
Nurturing customer relationships to create incremental cross & up-sell opportunities
Work as a key virtual team member with aligned account managers and others within the sales organisation
Help increase the quality of opportunities in the pipeline through research of customers and prospects independently from lead generating programs performed by marketing.
Monitoring developments in the business community and using this information to be more effective in discussions with prospects and customers.
Create & drive outbound prospecting initiatives using IBM’s Digital Sales Best Practices & Cognitive Sales Advisor
Extend IBM’s reach and awareness via executive level / target audience prospecting through self driven activities based on analytical modeling; digital prospecting via blogs, social listening, twitter, & reps pages.
Minimum 1 year of Sales Experience or 2 years in a business development role with track record in achieving personal business targets
Strong Sales acumen & demonstrable prospecting capabilities via Digital Channels especially telephone
Skilled working in a fast-paced selling environment with ability to interact with “C” level and IT buyers across a wide range of customer types
Can translate business pains into business solutions & work with internal IBM teams in an effective way to find the right solutions for clients
Well versed & good understanding of business processes & decision making in large, mid-market and start-up companies
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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.