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Introduction

Your mission as a TLS Renewal 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.

Your role and responsibilities

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 Renewal

Managing for Growth • Remains up to date on TLS Offerings to articulate IBM’s support portfolio value proposition and differentiation from competitors’

Required technical and professional 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.

* Proficiency in critical thinking to leverage data and emerging technologies to evaluate and develop effective solutions.

Preferred technical and professional experience

• Negotiations: Able to apply negotiation skill effectively to influence client purchasing decisions and close opportunities

• Business Acumen: Exhibit understanding of business operations

• Knowledge of IBM products

• Proficiency of IBM sales tools and techniques

• Experience in Tech Sales: Able to acquire new clients

IBM is committed to creating a diverse environment and 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.