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Introduction

At IBM, work is more than a job - it's a calling: To build, to design, 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

The TLS Sales Specialist Role - TLS is responsible for selling IBM Technology Lifecycle Services primarily around Multi-Vendor Services and Labor Based Service (non-IBM logo support) offerings directly to customers. The primary responsibility will be renewing or winning back IBM maintenance contracts with focus on winning MVS business at existing and new clients. Conditions for success include the ability to coordinate, lead and structure smaller technology support solutions and services with multiple stakeholders across IBM, OEM’s, and Clients that deliver outcomes aligned to their business agenda and priorities. Renewals are a key component to protecting our baseline and leverage renewals to expand our TLS business and portfolio with focus on consolidating maintenance services under a single contracting vehicle for our clients.

 

Act as single point of contact for clients in your assigned territory.  As well, you are responsible to assist with the team opportunity growth plays (ie Cisco attach). Lastly, you will take part and be a part of the broader TLS sales team assisting with RFP/RFI, and associated sales type activities to focus on continue growth for the business.

A TLS (Technology Lifecycle Services) Sales Specialist focuses on expanding IBM's business opportunities and building strategic partnerships with both our clients and our Alliance partners.

•  Your responsibilities will include continuing relationships with current Ontario Education (K12 and Higher Ed) and Broader Public Sector clients along with identifying new client opportunities. This will include negotiating, closing deals, and managing relationships with key stakeholders. You play a pivotal role in driving signings and revenue growth and achieving the TLS's business objectives.

•  The TLS Sales Specialist – Ontario Education (K12 and Higher Ed) and Broader Public Sector is responsible for selling IBM Technology Lifecycle Services primarily around Multi-Vendor Services and Labor Based Service offerings directly to customers. Conditions for success include the ability to coordinate, lead and structure technology support solutions and services with multiple stakeholders across IBM, OEMs, and Clients that deliver outcomes aligned to their business agenda and priorities.

•  This role requires an understanding of navigating within the client’s ecosystem including an extensive, established network of relationships and proven track record of consultative solution selling to identify, qualify and advance opportunities. 

•  As well, you are responsible to assist with the team opportunity growth plays (across Alliances platforms) for business development and opportunity identification. Lastly, you will take part and be a part of the broader TLS sales team assisting with RFP/RFI, and associated sales type activities to focus on continue growth for the business.

•  You must maintain in-depth skills in the specialty offerings which include maintenance services on Multi-vendor (MVS) services, hardware maintenance, networking (primarily Cisco and other OEMs), and third-party SW support.

•  You are responsible for closing the sale and winning the customer's satisfaction with the engagement and the offerings.

•  You will be required to work directly with all levels of the designated IBM account team, across all brands within IBM, as well as build strong working relationships with all buying personas within the assigned customer base

Required education
Associate's Degree/College Diploma
Preferred education
Bachelor's Degree
Required technical and professional expertise

Required Professional and Technical Expertise :

·       Professional Expertise in contract execution with 2-3 year of experience preferred

·       Must understand the MVS offerings, along with a high internal drive, passion and client centric mindset who thrives in a dynamic working environment.

·       Technical understanding of the MVS OEM equipment especially EOL, EOSL equipment is preferred, but not necessary

·       Good understanding of sales processes is preferred but, not necessary

·       Ability to problem solve

·       Ability to multi-task

·       Ability to build key customer relationship and comfortable to talk to c-level types.

Preferred technical and professional experience

Professional knowledge of function, business unit or country operations. Understand organizational resources, priorities, needs and policies.

This position includes 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. 

•  A strong understanding of IT Service Management and infrastructure products HW/SW.

•  Prior training in IT resale support and understanding is a plus, with a focus on Cisco

•  A good understanding of sales processes is preferred.

•  Ability to problem solve.

•  Ability to multi-task

•  Ability to build key customer relationship and comfortable to talk to c-level types.

Preferred Professional and Technical Expertise :

•  Professional Expertise in contract execution with 2-3 year of experience preferred.

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

Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.