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.
- Drive and attain TLS Signing and Revenue target for the assigned territory for KOREA
- Identification, qualification and progression of net new pipeline on Logo offerings
- Work with solution design and delivery team to derive a proposal to address the client needs / requirement.
- Execute the management system to track the progression of all TLS opportunities
- Attend weekly review on the progression of the Logo opportunities (renewal and net new) with KOREA TLS R&E sales leader
- Collaborate with VADs and T2 BP to drive upsell with net new incremental TLS premium services either standalone or via Renewal motion.
- Closely interact with the country delivery team to ensure project completion and billing milestone
- Lead business development sessions with local TLS sales and delivery team to explore new areas of opportunities.
- Work with Global offering managers on the adoption, pricing and rollout of Logo offerings for KOREA
- Collaboration with System brands on opportunity engagement, offering deployment and special promotion programs.
- Analyse Logo Business trends including Lost Analysis to advise KOREA TLS R&E Sales Leader and devise action plans to address the erosion.
• At least 10 years of working experience in IT infrastructure services sales.
• At least 10 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.
• Good knowledge and experience in Banking, Financial services, Manufacturing and/or Public sector
• Ability to deliver a proposal presentation to C-Level audience.
- Technology certification (or digital badges) in IT infrastructure vendors (Cisco, Juniper, VMware, Red Hat, DELL, HPE, etc). - Preferred but not necessary.
- Strong Presentation skills
- Leadership certification / qualification