Watson Health Business Development Representative
A sales resource responsible for the initial client engagement and early sales cycles of a SaaS opportunity which includes client prospecting, lead generation, lead development, opportunity identification and progress of opportunities from notice, identify, validated, and qualified sales cycles. Opportunities are subject to acceptance by a Watson Health Client Executives or Solution Specialists based on defined criteria according to established qualified targets. Responsible for prospecting, noticing, identifying, validating, and qualifying of an opportunity. Business Development Representative (BDR) driven Opportunities may be from both net-new (new Logo signings) and existing customers (Expansion signings).
Measures of success:
Creation and development of a targeted set of opportunities in a given solution offering to meet required level of healthy SaaS pipeline.
Prospect of SaaS installed accounts to gain keen insight and understanding of potential SaaS solution opportunities and uncover potential expansion of offerings including add-on, trade-up, cross-sell or up-sell of current SaaS offerings.
Maintain or exceed monthly/quarterly targeted objectives of number of leads created, opportunities launched, progression of opportunities from noticed, identified, validated and qualified.
Engage leads created by Marketing initiatives and corporate driven initiatives related to the SaaS solution portfolio of responsibility.
Actively generate self-created leads from digital prospecting leveraging various tools and applications available
Identify decision makers among targeted leads in order to initiate the sales process.
Maintain a high level of IBM SaaS solution expertise and competitive intelligence as well as a detailed understanding of the SaaS Solution portfolio of responsibility.
Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape and clients’ business goals and pressures
Demonstrate products, features and functions as a means to developing and progressing opportunities
Ensure qualified opportunities are well developed for successful hand-off to a NAR/NAS/Blended SaaS rep for successful progression to closure.
Maintain sales hygiene with accurate and timely population and use of Customer records database (ie. SFDC, SalesConnect) to support opportunity pipeline management including all aspects of lead development, progression and opportunity passing.
Provide regular updates to management regarding opportunities, trends, and competitive challenges
Based in IBM Watson Hubs: Boston, MA, Ann Arbor, MI, Denver, CO, Chicago, IL, Raleigh, NC, New York, NY, Dallas, TX, or Boston, MA
Required Technical and Professional Expertise
At least 1 year of experience in SaaS Sales
Demonstrable Competitive or New Account Sales skills
Preferred Tech and Prof Experience
Sales lead generation (direct/inside) with healthcare clients (e.g., Providers, Health Plans, Life Sciences, Pharmaceutical, Government Health agencies)
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.