As a Digital Sales Renewals Specialist for Red Hat, you’ll become a trusted go-to expert. You will have the opportunity to use the world’s leading enterprise open-source software solutions stack to bring best in breed solutions to Red Hat’s clients.
You will work with world class organizations to help them understand how Red Hat solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.
You’ll collaborate with colleagues across the Sales team – advising and supporting on
client engagements throughout the critically important phases of the client lifecycle,
selling the value of subscription renewals and leading clients to driving the best business
value out of our award-winning Red Hat solutions.
We’re passionate about success. If this role is right for you, then your achievements
mean that our clients are thriving.
Your Role and Responsibilities
- Driving end-to-end Red Hat Subscription Renewals with clients and partners for all Red Hat products for North America Public Sector - Federal Subsegment accounts.
- Collaborating with Red Hat teams to ensure alignment with client engagement and negotiations. Supporting territory strategy and planning and actively contribute to the account planning process.
- Opportunity identification for win back, upsell and cross-sell Red Hat products.
- Understand your existing clients’ consumption, health of business, buying cycles to accurately predict the potential and timings of deal closures.
- Clearly communicating your forecasts with stakeholders at all levels.
- Partner with extended Red Hat teams including Digital Sales Specialists, Technical Sales, Ecosystem Partners, for client conversations.
- Leverage a variety of mediums and approaches to engage with existing clients, including, outbound calls, digital campaigns and email.
- Working with your Marketing and Sales leadership to activate targeted existing and
- up/cross-sell business campaigns.
Required Technical and Professional Expertise
- Exceptional written and verbal communication skills to foster strong partnerships.
- High proficiency of using digital sales tools and techniques (e.g. phone, CRM, social
- media, email etc.).
- Strong analytical skills with proven examples of using data to influence, make business decisions and drive commercial outcomes.
- Pipeline Management: Ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system.
- Business Value Articulation: In-depth understanding of the business value clients receives from using software, subscription, and support and the ability to clearly articulate this during the sales process.
- Objection Handling and Negotiation: Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.
- Experience Managing Existing Clients while using various skills including: Upselling, Cross-selling, Sales Tools, LinkedIn Sales Navigator, ZoomInfo, Account Analytics.
- Experience using CRM systems to manage customer engagement.
- Using data to make decisions and drive business outcomes.
About Business Unit IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBM In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
About IBM IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location Statement IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.