IBM SaaS Business Development Representative in San Jose, California

Job Description

We live in a moment of remarkable change and opportunity. Data and technology are transforming industries, society, and even the workplace–by creating professions that did not exist before the emergence of data, cloud, social, and mobile. As the largest technology and consulting employer in the world, IBM is a leader in this global transformation and just the place to continue your career.

The SaaS Business Development Representative (BDR) is responsible for executing outbound calling campaigns to targeted prospects. Responsible for attaining key data to qualify the prospect and generating “sales ready”qualified leads for the IBM Watson Customer Engagement sales team to close new business. Position works closely with both Marketing and Sales. Leads are subject to acceptance by sales based on defined criteria according to the established Document of Understanding (DOU).

Job Responsibilities:

  • Engage with prospective customers via outbound activity including email campaigns, social media and cold calling.

  • Proactively contact via outbound calling target prospects in support of sales and marketing campaign initiatives.

  • Achieve targeted demand generation goals including internal Service Level Agreements (SLAs), volume and frequency of contacts, qualified leads / opportunities generated, lead conversion percentage, bookings and campaign metrics.

  • Secure key customer information to identify qualified “sales ready”leads and prospective customers to be nurtured for future opportunities.

  • Qualify the prospect, set appointments and team with the field Sales team on the opportunity details to close.

  • Professionally communicate with all appropriate levels of decision makers and influencers internally at IBM and externally with prospects and clients.

  • Present the IBM Watson Customer Engagement value proposition including solutions, features and functionality at a high level to increase buyer interest.

  • Expertly research companies and contacts via the internet and other sales resources to determine who the highest-quality prospects are.

  • Demonstrate comfort executing live call-handling in a sales call center environment.

  • Represent IBM Marketing, Commerce or Supply Chain solutions in a professional and ethical manner to customers, prospects, partners, and IBM Watson Customer Engagement (WCE) colleagues.

Measures of success:

  • Achieve # of Marketing Qualified Leads (MQLs) per quarter and % of MQLs converted to Sales Accepted Leads (SALs)

  • Demonstrate ability to progress opportunities to qualified sales stages through appointment setting, demos, proof-of-concept engagements, etc.

Required Technical and Professional Expertise

  • Proven ability to handle significant volume of outbound activity = 200 (+) calls per week

  • Demonstrated verbal and written (email) skills.

  • Ability to do initial research prior to contact.

  • Ability to assist Marketing and Sales Leadership to create/implement pro-active sales campaigns.

  • Technical ability to understand overall presentations, demo, competitive differentiation and answer the standard initial questions.

  • Must have a desire to keep up-to-date on technology trends, developments & best practices.

  • Must have a positive phone demeanor who will pick up the phone and find deals.

  • Demonstrated cold calling skills and ability to hunt for new opportunities and develop quick customer relationships.

Preferred Tech and Prof Experience

  • At least 5 years experience in enterprise software sales

  • Basic knowledge in IBM Sales tools and processes

EO Statement

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.