Sales Digital Sales Specialist (DSS) - Technology Sales Markham, CA

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 upsell/cross-sell efforts with customers. Digital Sales Specialists operate well in ambiguity, are self-starters, and are exciting 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.

Digital Sales Specialist operate in a hybrid environment (three days in office, per week) at our flagship Head 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:

• 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/cros‑sell or new customer)
  • Engaging in planning with colleagues (Digital Technical Specialist and Sales Development Representatives) on tactical territory plan regularly
  • 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)
• 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

Required education

Associate's Degree/College Diploma

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.

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 experience in the technology industry, such as software, hardware, cloud services, or enterprise IT solutions

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 500 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.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

Must have the ability to work in Canada without sponsorship.

This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.