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Uvod

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings, and orchestrate joint strategic plans at the partner firm level that drive IBM's wallet share and revenue growth, as well as technical enablement planning.

 

Co-creating on business growth plans, you'll gain Partner C-Level support for joint growth initiatives, as well as bring IBM capabilities and resources together to accelerate your partners' go-to-market success with IBM Technology offerings.

Vaša vloga in odgovornosti

The mission of a 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.
 Required Professional and Technical Expertise
Account Planning & Stakeholder Management

  • Drives end-to-end TLS renewal and expansion for all Technology Lifecycle Services for Select.
  • 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’

 

 

Zahtevana izobrazba
Diploma prve stopnje
Zaželena izobrazba
Diploma prve stopnje
Zahtevano strokovno in tehnično znanje

Required Professional Experience:

  • Vietnam Citizen or Permanent resident
  • Must have graduated no earlier than 2023
  • A graduate of any Technical/IT related degree
Zaželeno strokovno in tehnično znanje

Preferred Professional and Technical 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.

O poslovni enoti

IBM je globalno prisoten in deluje v več kot 175 državah s široko geografsko porazdelitvijo prihodkov. Organizacija podjetja Global Markets je strateška prodajna poslovna enota, ki upravlja IBM -ov globalni odtis in tesno sodeluje z namenskimi državnimi operativnimi enotami, da služi strankam na lokalni ravni. Te državne ekipe imajo skrbnike za odnose s strankami, ki vodijo integrirane ekipe svetovalcev, strokovnjakov za rešitve in strokovnjakov za dostavo, da strankam omogočijo rast in inovacije. Z dopolnjevanjem lokalnega strokovnega znanja z globalnimi izkušnjami in digitalnimi zmogljivostmi IBM gradi globoke in široko zasnovane odnose s strankami. Ta osredotočenost na lokalno upravljanje spodbuja hitrost pri podpori strankam, naslavljanju novih trgov in vlaganju v nastajajoče priložnosti. Poleg tega organizacija Global Markets služi strankam s strokovnim znanjem v njihovi panogi ter z izdelki in storitvami, ki jih nudijo IBM in partnerji. IBM prav tako širi svoj doseg na nove in obstoječe stranke prek digitalnih tržnic.

Življenje v IBM-u

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?

O IBM-u

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.

Podrobnosti o drugem ustreznem delovnem mestu

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