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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
High School Diploma/GED
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

·       Negotiations:  Able to apply negotiation skill effectively to influence client purchasing decisions and close opportunities

 

·       Business Acumen:  Exhibit understanding of business operations 

 

·       Knowledge of IBM products 

·       Proficiency of IBM sales tools and techniques

·       Experience in Tech Sales:  Able to acquire new clients

ABOUT BUSINESS UNIT

IBM Systems helps IT leaders think differently about their infrastructure. IBM servers and storage are no longer inanimate - they can understand, reason, and learn so our clients can innovate while avoiding IT issues. Our systems power the world’s most important industries and our clients are the architects of the future. Join us to help build our leading-edge technology portfolio  designed for cognitive business and optimized for cloud computing.

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 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.

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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.


OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences


We consider qualified applicants with criminal histories, consistent with applicable law.


This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

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.