company logo

Sales Development Representative – Instana


Introduction 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 jus


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

JOIN THE TEAM THAT’S REVOLUTIONIZING APPLICATION PERFORMANCE. SALES DEVELOPMENT REPRESENTATIVES (SDRs) are often the first interaction someone has with our company which is why the role is critical to the continued growth of Instana. The main objective of an SDR is to qualify and move leads into the sales funnel by setting up demos for our Account Executives and Solutions Architects.

The SDR role is an entry level role into the Instana sales organization and a great opportunity to advance your sales career. We are seeking intelligent, driven and high character people to join our team.

As an Sales Development Representative you will be developing and progressing leads by two means; “inbound” and “outbound” lead generation. Inbound leads are contacts that have engaged with us through marketing activities such as requesting a demo/trial, downloading an eBook, or attending a webinar etc. Outbound means that we initiate the first touch point with buyer personas and ideal customer profiles (ICP) that have never engaged with Instana before.


Generate and drive qualified leads forward into the sales process from the Marketing Qualified Lead (MQL) stage through to the Sales Qualified Lead (SQL) stage. Become a champion at using our sales stack including HubSpot, LinkedIn Sales Navigator, Outreach, LeadIQ and other SDR tools. Adopt our best practices for sales development (inbound/outbound). Follow up on MQLs and convert them into SQLs. Coordinate first meetings with Account Executives. Achieve weekly/monthly/quarterly goals

Required Technical and Professional Expertise

  • A strong sales aptitude and fundamental understanding of the sales process.
  • Adeptness at follow up and ability to convert soft marketing leads into solid sales leads (MQLs to SQLs).
  • A sound tech-savvy, business acumen and the ability to articulate a compelling value proposition in a complex and evolving business environment.
  • A knack for identifying and understanding customer pain then presenting Instana solutions which cure that pain.
  • Demonstrated strong skills in qualifying prospects.
  • Ability to effectively utilize CRM and other sales automation tools
  • Demonstrated ability to communicate effectively and professionally with senior level executives
  • No trepidation about speaking live with prospects.
  • Ability to thrive in an agile environment with an ever-evolving product.
  • Drive to meet and beat quotas.
  • The right mindset and capability for successfully working remotely and maintaining a collaborative close-knit relationship with other Instana team members.

Preferred Technical and Professional Expertise

  • Resourceful – “Self-starter” mentality that enjoys taking ownership of sales campaigns
  • Collaborative – must be able to work with leadership, sales and cross functional organizations to drive results and outcomes
  • Inquisitive – must have a “seek to understand” mindset and the ability to ask cogent questions to understand customer challenges
  • Confident – must be open to learning “new” ways of solving challenges while being able to clearly articulate their point of view.
  • Excellent written and verbal communication skills. A successful SE must be comfortable speaking to groups, of all sizes, and promptly replying to RFPs and proposals

About Business Unit

IBM’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, security, 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.

Your Life @ IBM

Are 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 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 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 Statement

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

Being You @ IBM

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, 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.

Leave a Reply