Job Information
IBM IBM Sales Accelerator Program: Sales Specialist for Italy (including 18 months in IBM Spain, Valencia) in MILANO, Italy
Introduction
This position has the start date in October 2026. 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
This position has the start date in October 2026.
As a Digital Sales Specialist, you will be responsible for driving optimal customer technology outcomes and achieving strategic objectives for your respective brand. You will work closely with Digital Technical Specialists, Brand Sales, and Brand Partner sellers to achieve territory objectives. Your primary responsibilities will include: • Drive Territory Prospecting Strategy: Develop and execute a territory prospecting strategy to identify new opportunities and drive deal creation and progression. This involves using prospecting skills and digital tools to hunt for new opportunities and working closely with Business Partners to progress opportunities to close.
• Conduct Business-Level Conversations: Carry out business-level conversations focused on transformation and Return on Investment (ROI) in the context of your technical domain, leveraging your strong technical acumen and product knowledge.
• Participate in POC/POT Execution: Collaborate with clients and internal stakeholders to execute Proof of Concept (POC) or Proof of Technology (POT) initiatives, driving deal progression and closure.
• Execute Marketing Cadences: Leverage marketing leads, stay up-to-date with product knowledge, and utilize digital research, digital tools, and social selling platforms to execute marketing cadences and drive territory objectives.
• Deliver Demos and Presentations: Conduct demos and presentations for clients, showcasing the value proposition of select Focus offerings and driving deal progression.
Required technical and professional expertise
• Exposure to Digital Sales Tools: Familiarity with digital tools and platforms used for prospecting, sales, and marketing, including social selling platforms and digital research tools.
• Technical Acumen in Product Set: Experience working with a specific product set, possessing strong technical knowledge and understanding of the technical domain.
• Business-Level Conversation Skills: Exposure to conducting business-level conversations focused on transformation and Return on Investment (ROI) in a technical context.
• Understanding of POC/POT Initiatives: Familiarity with Proof of Concept (POC) or Proof of Technology (POT) initiatives and their role in driving deal progression and closure.
• Experience with Marketing Leads: Exposure to leveraging marketing leads and staying up-to-date with product knowledge to drive territory objectives.
Preferred technical and professional experience
• Digital Sales Platform Knowledge: Exposure to digital sales tools and platforms used for prospecting, sales, and marketing, including social selling platforms and digital research tools. • Advanced Product Set Acumen: Experience working with a specific product set, possessing strong technical knowledge and understanding of the technical domain. • Business Transformation Conversations: Exposure to conducting business-level conversations focused on transformation and Return on Investment (ROI) in a technical context.
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.