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Introducción

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’

Su función y responsabilidades

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. 

Educación requerida
Licenciatura
Educación preferida
Licenciatura
Experiencia profesional y técnica requerida

-          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. 

Experiencia técnica y profesional preferida

-          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.

Acerca de la Unidad de Negocios

IBM tiene presencia global y opera en más de 175 países con una amplia distribución geográfica de ingresos. IBM Global Sales es la unidad de negocio encargada de ventas estratégicas marcando la huella global de IBM, trabajando en estrecha colaboración con unidades operativas dedicadas en los distintos países donde se atienden clientes localmente. Nuestros equipos están liderados por gerentes de relaciones quienes dirigen grupos integrados de consultores, especialistas en soluciones y expertos en implementación. Su objetivo es impulsar el crecimiento y la innovación de los clientes. Al combinar el conocimiento local con la experiencia global y las capacidades digitales, IBM forja relaciones sólidas y duraderas con sus clientes.Este enfoque de gestión local fomenta la rapidez en el apoyo a los clientes, abordando nuevos mercados y realizando inversiones en oportunidades emergentes. Además, la organización Global Sales presta servicios a clientes con experiencia en su industria, así como a través de los productos y servicios que IBM y sus socios suministran. IBM también está ampliando su alcance a clientes nuevos y existentes a través de mercados digitales.

SU VIDA @ 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?

Acerca de 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.

Otros detalles relevantes del empleo

For additional information about location requirements, please discuss with the recruiter following submission of your application.