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Your role and responsibilities

Digital Sales Specialist - Red Hat Renewals

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.

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.

NOTE: This role requires the ability to be in the Coppell, TX - IBM office four days each week.

Required technical and professional expertise

Required Professional and Technical Expertise:

· USA citizen. English Language Native Level Proficiency.

· 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.

Preferred technical and professional experience

Business & Technical acumen, consultative sales experience, and Federal Goverment 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.