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Introduction

Your mission as a TLS Renewal Sales Specialist is to protect the base renewal contract and grow each client’s IBM annual spend by identifying and successfully upselling and cross selling IBM Logo and Multi-Vendor Services (MVS), Winback and other expansion opportunities.  You lead IBM Logo and MVS renewal and expansion conversations including entitlement validation, IBM licensing terms & conditions and the value of IBM Technology Lifecycle Services.

Your role and responsibilities
  • Account Planning & Stakeholder Management
  • Drives end-to-end TLS renewal and expansion for all Technology Lifecycle Services for Select. 
  • Drives end-to-end TLS renewal and basic expansion for Strategic and Signature accounts. New Opportunities and large expansion requires Field Sales support. 
  • Supports territory strategy and planning and contributes to the account planning process for assigned accountsSales Execution
  • Manages Technology Lifecycle Services pipeline across the portfolio 
  • Opportunity identification for uplift / expansion and winback. 
  • Partners with extended IBM teams including Brand Sales Specialist, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations 
  • Leverages a variety of sales tactics and tools when engaging with existing and new clients. 
  • Responsible for overall execution and closure of TLS RenewalManaging for Growth 
  • Remains up to date on TLS Offerings to articulate IBM’s support portfolio value proposition and differentiation from competitors
Required education
Associate's Degree/College Diploma
Preferred education
Bachelor's Degree
Required technical and professional expertise

•    Maintain and grow customer loyalty through Technology Lifecycle Services renewal and expansion, year-to-year growth in revenue and profit

•    Leadership and communication skills to foster strong partnerships

•    Identification of upsell/cross-sell opportunities

•    Manage the pipeline by consistently and accurately forecasting using the Technology Sales CRM system

•    Understand and articulate the business value (tangible and measurable) our clients receive from using IBM Logo and MVS Support.

•    Proficient in objection handling, negotiation techniques, pricing and delegation.

•    Proficiency in critical thinking to leverage data and emerging technologies to evaluate and develop effective solutions.


Preferred technical and professional experience
  • Business Acumen:  Exhibit understanding of business operations
  • Knowledge of IBM products
  • Proficiency of IBM sales tools and techniques


ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.


Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.


Are you ready to be an IBMer?

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 500 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.

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.

OTHER RELEVANT JOB DETAILS

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.


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. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.