Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Sales Representative (Digital) role (what we internally call a ‘Digital Sales Specialist’) in IBM Cloud means a career where you’re leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you’ll be directly impacting their adoption of next-generation cloud platforms to develop, run and manage workloads of some of the worlds most transformational enterprises and culturally influential brands.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

Your Role and Responsibilities

In your role as a Digital Sales Technical Specialist, Red Hat, you are the technical expert and advisor to our clients, sales teams and/or Business Partners. You understand the client’s business/technical requirements and/or competitive landscape and combine this with your knowledge of Red Hat offerings to present solutions that drive value for clients.

Responsibilities:

• Through continuous personal development, you will become a subject matter expert and act as an influencer and trusted advisor to your team, our clients, and our business partners
• Collaborate with IBM sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions
• Interlock with Digital Sellers on territory strategies.
• Deliver pre-sales solution workshops, product demonstrations, technical education, and Proof of Concept engagements that articulate the business value of the proposed solution
• Ability to identify, create and progress new opportunities as measured by Tech OI and technical activities. This includes teaming with technical peers in other Business Units to pinpoint cross-sell and up-sell opportunities.
• Understands client needs and can proactively influence client’s decisions and improve depth and breadth of customer technical capabilities.
• Influences the clients’ technology strategy and recommends solutions that bring maximum value of Red Hat products
• Understand Red Hat’s points of view, the competition in the market, and know how to position Red Hat’s unique value proposition
• Lead solutions training and provide enablement for your team, as well as share knowledge and findings to allow team members to learn from your experience
• Collaborate with Marketing and Sales to build proactive sales plays that help uncover new Red Hat opportunities
• Apply technical and sales knowledge to create and deliver proof points to assist with deal progression and closure in order to achieve revenue targets
• Driving client satisfaction such that clients become promoters of Red Hat solutions
• Keep product knowledge up to date and articulate value proposition/ROI, based on your understanding of the competitive landscape
• Positions the value and advantages of assigned specialty/brand products in comparison to the competition

Required Technical and Professional Expertise

• At least 2 years’ experience in the technology industry
• At least 2 years’ experience in presales, sales engineering or consulting
• Ability to interpret and articulate customer business and technical needs
• Understanding of complex enterprise solutions and architectures
• Advanced knowledge of UNIX or Linux systems, preferably in Red Hat platform offerings like Red Hat Enterprise Linux (RHEL)
• Broad understanding of the application life cycle from development to operations and its respective practices (DevOps)
• Results-driven, collaborative team player attitude
• Excellent communication and listening skills with a strong focus on client satisfaction
• Strong personal integrity and an affinity with technology

Preferred Technical and Professional Expertise

• Previous experience in a technical presales or support role focused on DevOps, cloud computing, and Platform-as-a-Service (PaaS) or Container-as-a-Service (CaaS) technologies
• Knowledge of key technologies in DevOps including Linux containers, container management, security, and continuous integration (CI) and continuous delivery (CD) tooling
• Experience with configuration management technologies like Red Hat Ansible Automation Platform, Puppet, Chef, or other related technologies