Technology Sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches.
Preferring to 'show' vs. 'tell', we're looking for graduates who want to combine their deep technical education with the people skills needed to co-create with customers, partners, and colleagues - face-to-face, on solutions to our clients' most complex business challenges.
In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions that meet our clients' needs.
It's not enough for us to have the technical expertise.
We need to be great with people, too.
To empathize.
To understand.
To collaborate on technical solutions that will improve lives all over the world.
Excellent onboarding and an industry-leading learning culture will set you up for positive impact and success, whilst ongoing development will continually advance your career.
Our sales environment is collaborative and experiential.
Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products, services, and people.
Your role and responsibilities
As a Subscription and Annuity Representative, your mission is to protect the install base of your clients and grow their annual spend by identifying win-back, modernization, and other expansion opportunities.
With high energy, initiative, and commitment, you'll feel at right at home in a fast-moving, challenging environment where you're naturally able to develop client and channel partner relationships.
Using your consultative style, you'll lead client software renewal discussions that instill confidence and trust in the value of renewed subscription & support.
Your primary responsibilities will include:
Subscription Renewal Management: Drive subscription renewals with clients and channel partners for all IBM software products across a range of account sizes.Growth and Revenue Focus: Focus on annual Subscription Annuity growth and recapturing lost IBM annuity revenue.
Identify opportunities for modernization, new growth, and expansion.Territory Strategy and Account Planning: Support territory strategy and contribute to the account planning process for assigned accounts.Collaboration and Alignment: Collaborate with extended IBM teams and channel partners to ensure alignment with client engagement and negotiations.Multichannel Engagement: Leverage a variety of mediums and approaches to engage with existing clients.Productivity and Issue Resolution: Maintain high productivity by proactively engaging the assigned territory and addressing potential client satisfaction issues.Required education: Bachelor's Degree
Preferred education: Bachelor's Degree
Required technical and professional expertise:
Customer Loyalty and Retention: Experience in maintaining and growing customer loyalty and retention.Pipeline Management: Ability to successfully progress opportunities and manage the pipeline using a CRM system.Business Value Articulation: In-depth understanding of the business value clients receive from using software, subscription, and support.Objection Handling and Negotiation: Proficiency in objection handling and negotiation techniques.Preferred technical and professional experience:
Technology Sales Experience: Experience and a proven track record in technology sales.Industry Knowledge: A solid understanding of your chosen industry.ABOUT BUSINESS UNITIBM 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.
YOUR LIFE @ IBMIn 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 are essential.
ABOUT IBMIBM'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.
OTHER RELEVANT JOB DETAILSJob Title: Subscription and Annuity Sales Representative
Job ID: 6594
City / Township / Village: Bogota
Country: Colombia
Work arrangement: Hybrid
Employment type: Regular
Position type: Entry Level
Some travel may be required based on business demand.
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