A WW sales resource responsible for the business process and tools supporting the deployment of Business Development Reps at IBM. BDRs are outbound sales resources prospecting for net new prospects for IBM SaaS solutions. BDRs are resonsible for the iinitial 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 NAR, NAS or Blended Seller based on defined criteria according to established validated pipeline targets. Responsible for prospecting, noticing, identifying, validating, and qualifying of an opportunity. BDR driven Opportunities may be from both net-new (new Logo signings) and existing customers (Expansion signings). Must be willing and able to travel WW, up to 20%.
Measures of Success:
Meet and/or Exceed a Hiring targets, and targeted validated pipeline objective for opportunities created and progressed by the BDR.
Responsibilities Include :
Creation and development of a targeted set of opportunities in a given solution offering to meet required level of healthy SaaS pipeline.
Facilitate the hiring: This includes sourcing the BDRs from a 3rd party such as Reveneer, and/or posting IBM Jobs and screening, hiring IBM direct BDRs.
Facilitate the training: Ensure the units engage with high quality BDR playbooks and targeted, Offering focused prospecting plays.
Facilitate the Execution: Ensure the units deploy a weekly management system ensuring pipeline build targets are achieved and/or corrective actions can be taken.
Leverage IBM Standard CRM / GAIA
Drive process recommendations in to the units
Champion any necessary automation and/or resources to facilitate this new Demand generation engine at IBM
Required Technical and Professional Expertise
At least 1 year of experience in SaaS Business Model
Demonstrable Competitive or New Account Sales skills
Preferred Tech and Prof Experience
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.