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 upsell/cross-sell efforts with customers. Digital Sales Specialists operate well in ambiguity, are self‑starters, and 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, a structured, extensive set of training activities geared toward building elite digital sales capabilities. The first six weeks focus on IBM’s sales methodology, consultative sales, and real‑world application via ongoing mentorship and monthly milestones.

Digital Sales Specialists 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/cross‑sell or new customer)





Engage in planning with colleagues (Digital Technical Specialist and Sales Development Representatives) on tactical territory plans regularly

Meet weekly KPIs for outbound activities (100+ calls per week, 200 activities (emails/LinkedIn), opportunity identification, progression and achieving quarterly targets – key tenet for role)

Sales Execution

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

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
Bachelor’s Degree

Preferred education
Bachelor’s Degree

Required technical and qualified 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 the desired outcome

Teaming:



Ability to work with cross‑functional teams in and outside of IBM to support customer objectives and achieve results; coachability and communication are key

Time Management: 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, pivoting with new information, and over‑communicating to key stakeholders on thought process

Preferred technical and professional experience

1+ years of sales experience in the technology industry (software, hardware, cloud services, or enterprise IT solutions)

Understanding of IBM’s strategy and how it fits 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

Fluency in French (both written and spoken)

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.

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.

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📌 Digital Sales Specialist (DSS) - Technology Sales (Ontario)
🏢 Leadingtalent
📍 Ontario