What you are accountable for
- 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 accounts
- Sales 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 Renewals
- Managing for Growth
. Remains up to date on TLS Offerings to articulate IBM’s support portfolio value proposition and differentiation from competitors’
TLS Renewals 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.
- 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.
- At least 5 years of working experience in IT infrastructure services sales.
- At least 5 years of working experience in leading deals and client engagement with extended team (presales, delivery and other department)
- Good understanding on support services; areas of focus especially on Third Party Maintenance and Multi-Vendor Support service is an advantage.