IBM
Territory Sales Specialist (Bilingual French Speaking)
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Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your Role And Responsibilities
As a Territory Sales Specialist, you will become a trusted advisor for IBM Customers and Prospects, engaging with IBM technical and ecosystem partners. You will collaborate on client engagements during the critical early phases of the sales cycle, guiding prospects to our award-winning technology solutions. Your success in this role will contribute to the prosperity of your career, team, and clients.
Your Primary Responsibilities Include
Account Planning and Stakeholder Management
- Proactively reach out to clients using Digital Tools (telephone, email, social media) to engage with prospects and existing customers to identify new opportunities (up-sell/cross-sell or new customer)
- Engaging in planning with colleagues (Brand Technical Specialist and Sales Development Representatives) on tactical territory plan regularly
- Meet weekly KPIs for outbound activities (150+ activities per week (calls, emails/linked), opportunity identification, progression and achieving quarterly targets (key tenet for role)
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Sales Execution
- Become an expert in a focused set of products, depending on team you will be part of (eg. Automation, Data&AI, Storage, Power/Cloud), understanding applicable use-cases, customer probes, and key value prop & differentiators
- Own opportunity identification and solution development for revenue generation
- Engage the appropriate technical resources to secure technical sales wins
- Partner with clients to co-create solutions using assigned offerings/products.
- Utilize tool stack and social selling skills effectively
Managing for Growth
- Maintain up-to-date technical proficiency and product knowledge.
- Participate in Proof of Concepts and Proof of Technology to process opportunities.
- Manage territory and strategy, and A/B test different outreach tactics and collaborate with peers on best of breed outcomes
- Present quarterly business reviews to refine outreach and benefit in coaching
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
- Outcome based: Track record of delivering outcomes on committed timelines, experience in ‘working backwards’ from a problem statement and all the steps to achieve desired outcome
- Teaming: Ability to work with cross-functional teams with, in and outside of IBM, to support customer objectives and achieve results, coachability and communication are key
- Time Management: be able to prospect, engage with your territory and customers (100+ calls a week), while also supporting progression week to week (PoCs/demos, presentations, briefings), to drive quarterly targets
- Self-Starter: Willingness to work in ambiguity (limited structure), with coaching/mentors available, to develop territory and engagement plan with customers
- Ability to influence client technology decisions points (Why IBM…)
- Track record of making data-driven decisions, and being able to pivot with new information, and over-communicating to key stakeholders on thought process
- Fluency in French and English (both written and spoken) is mandatory, due to the role's focus on Quebec-based clients and partners. Role is located in Markham, Ontario
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Preferred Technical And Professional Experience
- Understanding of IBM’s strategy and how does this fit into the broader technology landscape
- Practical knowledge of B2B Technology Sales (experience a plus)
- Familiarity with cold calling and prospecting (building relationships)
- Direct experience in a B2B Sales Environment
- 1+ years of sales / internship experience in the technology industry, such as software, hardware, cloud services, or enterprise IT solutions
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