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Introduction

Your mission as a TLS Renewal & Expansion 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

Position requires selling IBM TLS offerings across an assigned client territory. Sales include HW and SW support for IBM logo products and HW and SW products for non-IBM products under the Multi-Vendor Solution (MVS).

Responsibilities include:

* Territory management of assigned accounts. Responsibilities include responding to inbound client requests and contacting clients proactively to sell more services. Seller needs to be familiar with TLS offerings and selling solutions across the portfolio. This includes sales of logo services, including renewals and net new offerings, and sales of non-IBM/multi-vendor support (MVS) renewals and net new offerings

* Required use IBM Sales Cloud (ISC) to update and progress sales records. Candidate must be able to produce good sales record hygiene and utilize ISC to include comments that reflect client status, action items, sales stage, and steps left to win the opportunity. Records must reflect accurate financial view of the opportunity, including a view of current quarter and next quarter revenue projections. Candidate must be able to review records with management on a weekly or as needed basis

* Display excellent oral, written, and face to face communication skills

* Be able to talk with clients about a wide range of solutions, identify and solve client problems. Be able to build relationships with clients to further business with IBM TLS

* Candidate should be able to team with colleagues across the TLS organization, including service delivery, pricing, quote to cash teams, Brand Specialist, Systems, and other IBM sales colleagues to help progress opportunities. Maintain 80% or higher renewal rate

* Candidate should be proficient with tools such as Conga, IBM Sales Cloud, Microsoft Office products (Word, Excel, PowerPoint), Outlook, WorkFlow Connect, AccessHub, Checkpoint, IERP, SAP, Upsell Discount and Optimization tool/process, and other tools required for job performance.

* Demonstrate success in communication and personal relationship development at all levels across colleagues, partners, and clients.

* Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.

Required technical and professional expertise

Tech Support Services Sales: Technology Support Services sales experience to maintain and grow customer loyalty through Technology Lifecycle Services renewal and expansion, year-to-year growth in revenue and profit

• Understand and articulate the business value (tangible and measurable) our clients receive from using IBM Logo and Multi-Vendor Services Support.

• Excellent Communications and Presentations Skills: Demonstrate engaging and influential communication and presentation abilities to foster strong partnerships

• Strong Analytical Skills: Proven examples of using data to influence, make business decisions and drive outcomes.

• Proficiency in critical thinking: creative 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

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.