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IBM Watson Health Inbound Digital Development Representative (DDR) in Cambridge, Massachusetts


At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Work Location:

This position is US based. Preferred locations: Boston, MA, Cleveland, OH or New York, New York

Watson Health Overview:

Those who work in healthcare fill essential roles in our society. IBM is dedicated to providing them with tools and services designed to help them derive more insights from their data and simplify their operations. We seek to help organizations reach their goals of becoming more efficient, resilient and robust institutions that can deliver on their mission to their communities.

IBM Watson Health is committed to building smarter health ecosystems. This means simpler processes, better care, faster breakthroughs, and improved experiences for people around the world. We have the essential capabilities necessary to help our clients drive their digital transformations: deep industry expertise, data and analytics, and actionable insights-underpinned by security and trust.

Job Description:

Watson Health is seeking Inbound Digital Development Representatives (DDRs) responsible for driving interest with prospective clients to Watson Health solutions across the healthcare marketplace. A primary responsibility of an Inbound DDR is to conduct initial client engagement and manage early stages of the sales cycle for SaaS and or on-premise medical imaging opportunities. This includes client prospecting, lead generation, lead development, opportunity identification and progress of opportunities from notice, identify, validate and qualified sales stages. Opportunities are subject to acceptance by a Watson Health Field Seller, based on defined criteria for qualified targets, which illustrates the importance of ensuring that meaningful relationships are made across the broader Go-to-Market organization. The DDR will be expected to partner with Field Based and Office Based Sales personnel to pass qualified leads, generate new business interest and assist in customer retention, as needed, to meet organizational growth targets. As a DDR, you may interact with both net-new (New Logo Signing) and existing clients (Expansion Signings).

Measures of success:

  • Meet and/or exceed a targeted signings pipeline objective of 'Qualified' and 'Accepted' opportunities created and progressed by the DDR.

Responsibilities Include:

  • Creation and development of a targeted set of opportunities in a given solution offering, or Healthcare Segment, to meet required level of healthy pipeline.

  • Prospect of installed accounts to gain keen insight and understanding of potential solution opportunities and uncover potential expansion of offerings including add-on, trade-up, cross-sell or up-sell of current offerings. 

  • Maintain or exceed monthly/quarterly targeted objectives of number of leads created, opportunities launched, progression of opportunities from noticed, identified, validated and qualified.

  • Actively support generated leads from marketing prospecting leveraging various tools and applications available.

  • Identify decision makers among targeted leads in order to initiate the sales process.

  • Maintain a given high level of Watson Health solution expertise and competitive intelligence as well as a detailed understanding of the assigned segment of responsibility.

  • Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape and clients' business goals and pressures.

  • Demonstrate products, features and functions as a means to developing and progressing opportunities.

  • Ensure qualified opportunities are well developed for successful hand-off to Field Sales for successful progression to closure.

  • Maintain sales hygiene with accurate and timely population and use of Customer records database (ie. to support opportunity pipeline management including all aspects of lead development, progression and opportunity passing.

  • Provide regular updates to management regarding opportunities, trends, and competitive challenges.

  • Engage leads created by Marketing initiatives and corporate driven initiatives related to the SaaS solution portfolio of responsibility, as needed.

Competencies Required:

  • Relevant industry sales experience or equivalent industry experience required (Healthcare Informatics strongly preferred, IT, Software, Healthcare Content)

  • Understanding and demonstrated ability to utilize and leverage basic business tools such as Microsoft Outlook, Word, Excel, WebEx, and the like required.

  • Ability to leverage social media to gain access to prospective clients and meetings preferred.

  • Strong interpersonal skills, ability to clearly communicate both via phone and in written format.

  • Superb customer service and relationship building capabilities.

  • Ability to travel on an as needed basis (up to 10%) during normal times.

Required Technical and Professional Expertise

  • Healthcare Software, Content, and/or Analytic sales experience

  • Demonstrable Competitive or New Account Sales skills

  • GED/HS diploma

  • English: Fluent

  • 1-2 years previous sales experience

Preferred Technical and Professional Expertise

  • Experience within a high-volume call environment preferred 

  • Two or more years work history in sales, marketing, and/or account management.

  • Sales lead generation (direct/inside) with healthcare clients (e.g., Providers, Health Plans, Life Sciences, Pharmaceutical, Government Health agencies)

  • At least 1 year of experience in Healthcare Sales

  • Bachelor's degree

  • None

About Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.

This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.

Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It's time to define your career.

About IBMIBM'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 50 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.

Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.

*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.

*Well-being programs to support mental and physical health.

*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).

*Select educational reimbursement opportunities.

*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.

*Giving and volunteer programs to benefit charitable organizations and local communities.

*Discounts on retail products, services, and experiences.

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.

We consider qualified applicants with criminal histories, consistent with applicable law.

Being You @ IBMIBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.