Introduction

Join IBM Canada’s fast-paced Digital Sales team where you’ll drive high-volume pipeline growth, engage customers through digital channels, and close deals at pace. As a Digital Sales Specialist (DSS) you will partner with your Digital Technical Specialist, Marketing, Business Partners to present compelling value propositions, design PoCs, and support upselling/cross-sell efforts with customers. Digital Sales Specialists operate well in ambiguity, are self-starters, and are excited to find solutions to unique customer problems.

Digital Sales Specialists (DSS) are accountable for both Existing and New Client Acquisition, using a mix of telephone, email, social and event activities to meet and engage with customers and prospects. Upon completion of IBM Global Sales School, Digital Sales Specialists are aligned to a unique territory to make their own.

Part of IBM’s onboarding process, new hires are placed in IBM’s Global Sales Program, which is a structured, extensive set of training activities that are geared toward building elite digital sales capabilities. The first 6-weeks focuses on IBM’s sales methodology, consultative sales, and real-world application via ongoing mentorship and monthly milestones.

This is an Onsite role based at IBM’s flagship office in Markham, Ontario

Your role and responsibilities

As a Digital 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:

1. Account Planning and Stakeholder Management

1. 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/cros-sell or new customer)
2. Engaging in planning with colleagues (Digital Technical Specialist and Sales Development Representatives) on tactical territory plan regularly
3. Meet weekly KPIs for outbound activities (100+ calls per week, 200 activities (emails/linked), opportunity identification, progression and achieving quarterly targets (key tenet for role)

2. Sales Execution

1. Become an expert in a focused set of products, depending on the team you will be part of (eg. Automation, Data&AI, Storage, Power/Cloud), understanding applicable use-cases, customer probes, and key value prop & differentiators
2. Own opportunity identification and solution development for revenue generation
3. Engage the appropriate technical resources to secure technical sales wins
4. Partner with clients to co-create solutions using assigned offerings/products.
5. Utilize tool stack and social selling skills effectively.

3. Managing for Growth

1. Maintain up-to-date technical proficiency and product knowledge.
2. Participate in Proof of Concepts and Proof of Technology to process opportunities.
3. Manage territory and strategy, and A/B test different outreach tactics and collaborate with peers on best of breed outcomes
4. Present quarterly business reviews to refine outreach and benefit in coaching

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Candidates must demonstrate:
  • Outcome Orientation: Proven ability to deliver results on time.
  • Team Collaboration: Strong cross-functional teamwork and openness to feedback.
  • Time Management: Ability to balance high-volume prospecting with opportunity development.
  • Self-Starter Mindset: Comfortable navigating ambiguity and building plans from scratch.
  • Customer Influence: Skilled in guiding client decisions around tech investments.
  • Data-Driven Thinking: Experience using data to inform decisions and communicate insights.
  • Preferred: 1+ year of experience in technology sales (software, hardware, cloud, or IT solutions).

Preferred technical and professional experience

1. Understanding of IBM’s strategy and its role in the broader tech ecosystem
2. Familiarity with B2B technology sales cycles and tools
3. Experience with cold calling, digital prospecting, and pipeline development
4. Prior experience in a B2B sales environment is an asset