IBM
Senior Sales Development Representative – Automation Platform Software Portfolio
IBM, Austin, Texas, us, 78716
Join IBM's Automation Platform Software team as a Sales Development Representative (SDR) and be at the forefront of driving automation and AI transformation for enterprises around the globe. This role accelerates our clients' success by helping them manage assets, automate IT operations, integrate complex workflows, monitor applications, enhance business efficiency, and deliver smarter business outcomes with IBM’s automation technology. IBM’s solutions include Maximo Application Suite, Instana, Turbonomic, Aspera, Sterling, Verify, App Connect, MQ, NS1, and Video Streaming, etc.
At IBM, we're committed to an inclusive environment that fosters growth and development. With state-of-the-art onboarding and a culture that champions learning, you\'ll be set up to make a significant impact and achieve success. Our collaborative sales environment is built on the contribution of each team member, where passion and innovation drive our clients to invest in IBM\'s products and services.
YOUR ROLE AND RESPONSIBILITIES
Client Engagement: Be IBM\'s premier point of contact for inbound sales inquiries related to our Automation software portfolio, ensuring swift lead qualification and response time. Solution Alignment: Understand client business requirements and align them with IBM\'s tailored automation solutions, focusing on new client acquisition. Territory Collaboration: Work directly with territory sales teams to identify target accounts, align outreach strategies, and execute coordinated prospecting campaigns that expand pipeline coverage. Partner Collaboration: Work closely with IBM Business Partners to conduct outbound prospecting, qualify opportunities, support deal registration, and collaborate on follow-through to advance opportunities through the sales cycle. Outbound Prospecting: Conduct proactive outbound outreach — through calls, emails, and digital engagement — to identify new automation opportunities and drive meaningful client conversations. Lead Conversion: Convert potential leads into Sales Qualified Leads (SQLs) for further development by IBM sellers and Business Partners. Digital Proficiency: Use digital tools and social platforms to enhance IBM\'s brand visibility and foster client relationships, including conducting virtual demos for select products. Client Interest Management: Handle both explicit and implicit client interests, researching prospects to identify key stakeholders and tailoring outreach to generate meaningful engagement. Sales Execution: Identify new opportunities, manage the transition of client interests to SQLs, and ensure the involvement of the right technical stakeholders. Growth Management: Stay current on IBM\'s offerings and campaigns, articulating the unique value of our products, especially in comparison with competitors. Performance Measurement: Success will be measured by SQL attainment and activity levels as well as the quality of qualifications and their conversion into wins. Required education Bachelor\'s Degree Preferred education Bachelor\'s Degree Required technical and professional expertise
Minimum of 3-5 years of consistent high-performance in lead generation, prospecting, and sales development within enterprise technology or a comparably complex field, with a proven track record of transitioning leads into pipeline and influencing pipeline to revenue. Demonstrated ability to not only hit but exceed activity, qualification and conversion metrics in fast-paced, metrics-driven environments, including outbound and inbound prospecting, territory alignment and partner collaboration. Advanced proficiency in using sales technology stacks (CRM such as Salesforce, sales engagement tools such as Outreach/SalesLoft, market intelligence platforms such as LinkedIn Sales Navigator/ZoomInfo) and leveraging data/analytics to optimize cadence, messaging and pipeline quality. Strong business acumen and strategic thinking: able to research and segment target accounts, understand buyer roles-pain points, map to value propositions, and support territory/partner planning and account-based outreach. Excellent verbal and written communication skills across channels (calls, email, social, video) including experience presenting value, handling objections, and engaging decision-makers at multiple levels. Demonstrated leadership or mentoring capability: able to serve as a role model on best practices, contribute to playbooks or outreach optimization, and collaborate cross-functionally (with marketing, field sales, partner teams) to elevate team performance. Preferred technical and professional experience Hustle and Can-Do Attitude: Demonstrates a relentless, self-driven approach to creating opportunities, taking ownership of results, and overcoming obstacles with initiative, resilience, and a positive problem-solving mindset. Advanced Prospecting Expertise: Deep experience driving outbound pipeline generation, researching accounts, identifying buying centers, and engaging multiple stakeholders across complex organizations. Leadership Influence: Proven ability to guide or mentor peers, share best practices, elevate sales motions, and contribute to a high-performance culture through strong example-setting. Organizational Prowess: Exceptional organization, time management, and prioritization skills, capable of balancing inbound responsiveness with consistent, high-quality outbound execution in a fast-paced environment. Strategic Territory and Partner Collaboration: Experience working closely with territory sellers and Business Partners to support account planning, aligned outreach, deal registration, and coordinated motions that help advance early-stage opportunities. 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 every day, 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 ongoing 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 every day 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
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 We consider qualified applicants with criminal histories, consistent with applicable law. 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. 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. 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 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. Job Title Senior Sales Development Representative – Automation Platform Software Portfolio Date posted 20-Nov-2025 Job ID 75354 City / Township / Village Austin State / Province Texas Country United States Work arrangement Onsite Area of work Employment type Regular Contract type Regular Projected Minimum Salary per year 124,470.00 Projected Maximum Salary per year 157,662.00 Position type Professional No Travel Company (0147) International Business Machines Corporation Shift General (daytime) Is this role a commissionable/sales incentive based position?
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Client Engagement: Be IBM\'s premier point of contact for inbound sales inquiries related to our Automation software portfolio, ensuring swift lead qualification and response time. Solution Alignment: Understand client business requirements and align them with IBM\'s tailored automation solutions, focusing on new client acquisition. Territory Collaboration: Work directly with territory sales teams to identify target accounts, align outreach strategies, and execute coordinated prospecting campaigns that expand pipeline coverage. Partner Collaboration: Work closely with IBM Business Partners to conduct outbound prospecting, qualify opportunities, support deal registration, and collaborate on follow-through to advance opportunities through the sales cycle. Outbound Prospecting: Conduct proactive outbound outreach — through calls, emails, and digital engagement — to identify new automation opportunities and drive meaningful client conversations. Lead Conversion: Convert potential leads into Sales Qualified Leads (SQLs) for further development by IBM sellers and Business Partners. Digital Proficiency: Use digital tools and social platforms to enhance IBM\'s brand visibility and foster client relationships, including conducting virtual demos for select products. Client Interest Management: Handle both explicit and implicit client interests, researching prospects to identify key stakeholders and tailoring outreach to generate meaningful engagement. Sales Execution: Identify new opportunities, manage the transition of client interests to SQLs, and ensure the involvement of the right technical stakeholders. Growth Management: Stay current on IBM\'s offerings and campaigns, articulating the unique value of our products, especially in comparison with competitors. Performance Measurement: Success will be measured by SQL attainment and activity levels as well as the quality of qualifications and their conversion into wins. Required education Bachelor\'s Degree Preferred education Bachelor\'s Degree Required technical and professional expertise
Minimum of 3-5 years of consistent high-performance in lead generation, prospecting, and sales development within enterprise technology or a comparably complex field, with a proven track record of transitioning leads into pipeline and influencing pipeline to revenue. Demonstrated ability to not only hit but exceed activity, qualification and conversion metrics in fast-paced, metrics-driven environments, including outbound and inbound prospecting, territory alignment and partner collaboration. Advanced proficiency in using sales technology stacks (CRM such as Salesforce, sales engagement tools such as Outreach/SalesLoft, market intelligence platforms such as LinkedIn Sales Navigator/ZoomInfo) and leveraging data/analytics to optimize cadence, messaging and pipeline quality. Strong business acumen and strategic thinking: able to research and segment target accounts, understand buyer roles-pain points, map to value propositions, and support territory/partner planning and account-based outreach. Excellent verbal and written communication skills across channels (calls, email, social, video) including experience presenting value, handling objections, and engaging decision-makers at multiple levels. Demonstrated leadership or mentoring capability: able to serve as a role model on best practices, contribute to playbooks or outreach optimization, and collaborate cross-functionally (with marketing, field sales, partner teams) to elevate team performance. Preferred technical and professional experience Hustle and Can-Do Attitude: Demonstrates a relentless, self-driven approach to creating opportunities, taking ownership of results, and overcoming obstacles with initiative, resilience, and a positive problem-solving mindset. Advanced Prospecting Expertise: Deep experience driving outbound pipeline generation, researching accounts, identifying buying centers, and engaging multiple stakeholders across complex organizations. Leadership Influence: Proven ability to guide or mentor peers, share best practices, elevate sales motions, and contribute to a high-performance culture through strong example-setting. Organizational Prowess: Exceptional organization, time management, and prioritization skills, capable of balancing inbound responsiveness with consistent, high-quality outbound execution in a fast-paced environment. Strategic Territory and Partner Collaboration: Experience working closely with territory sellers and Business Partners to support account planning, aligned outreach, deal registration, and coordinated motions that help advance early-stage opportunities. 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 every day, 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 ongoing 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 every day 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
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 We consider qualified applicants with criminal histories, consistent with applicable law. 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. 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. 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 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. Job Title Senior Sales Development Representative – Automation Platform Software Portfolio Date posted 20-Nov-2025 Job ID 75354 City / Township / Village Austin State / Province Texas Country United States Work arrangement Onsite Area of work Employment type Regular Contract type Regular Projected Minimum Salary per year 124,470.00 Projected Maximum Salary per year 157,662.00 Position type Professional No Travel Company (0147) International Business Machines Corporation Shift General (daytime) Is this role a commissionable/sales incentive based position?
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