Find your next role

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 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

With excellence in communication and empathy, you'll work closely with clients to develop trusting relationships, understand their needs, respond to any question, and show them how IBM's industry leading solutions will help them deliver value for their business.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to…

• Driving subscription renewals with clients and channel partners for all IBM software products across a range of account sizes.
• Focusing on annual Subscription Annuity growth and recapture lost IBM annuity revenue. Identify opportunities for modernization, new growth and expansion.
• Supporting territory strategy and actively contributing to the account planning process for assigned accounts.
• Collaborating with extended IBM teams and channel partners to ensure alignment with client engagement & negotiations, to best position IBM offerings, the value of subscription and support, and the requirements of software license compliance.
• Leveraging a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, social media, outbound calls, and email.
• Maintaining high productivity by proactively engaging assigned territory, addressing potential client satisfaction issues, and leveraging resources to help remove roadblocks.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• Proven experience in maintaining and growing customer loyalty and retention, delivering year-to-year growth in revenue and profit.
• Demonstrated ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system.
• In-depth understanding of the business value clients receive from using software, subscription and support and the ability to clearly articulate this during the sales process.
• Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.

Preferred technical and professional experience

• Experience and proven track record in technology sales preferred , as well as demonstrated account management. Subscription and Support experience a plus.
• Solid understanding of your chose industry, with demonstrable ability to connect this to clients' business and investment priorities.