Subscription & Annuity Representative - Sao Paulo, Brasil - IBM

IBM

Empresa verificada

Sao Paulo, Brasil

há 2 semanas

Postado por:

Ana Silva

beBee Recruiter

Descrição

Introduction

The sales teams at IBM are world-renowned for being industry's top experts in the profession.

As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM's clients.

Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.

Your Role and Responsibilities

What is your mission?

Your mission as a Subscription & Annuity Representative (specialist) is to protect the install base and grow your client's IBM Software annual spend by identifying winback, modernization and other growth and expansion opportunities.

You lead client software renewal discussions, including entitlement validation, IBM licensing terms & conditions and the value of Subscription & Support.

What are you accountable for?

Account Planning & Stakeholder Management:

Drives endtoend Subscription Renewals with clients and partners for all IBM distributed software products for Select, Strategic and Signature accounts
Collaborates with IBM teams to ensure alignment with client engagement and negotiations
Supports territory strategy and planning and contributes to the account planning process for assigned accounts

Sales Execution:

Manages Subscription Annuity pipeline across the SW portfolio
Opportunity identification for winback, modernization, version upgrades and expansion
Partners with extended IBM teams including Brand Sales Specialist, TSL, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations
Responsible for overall execution and closure of software subscription and annuity

Managing for Growth:

Remains up to date on IBM Software offerings to articulate IBM's SW portfolio value proposition and differentiation from competitors'
Engages with IBM channel partners to best position IBM offerings with assigned clients

Required Technical and Professional Expertise

Maintain and grow customer loyalty through Subscription and Annuity retention, yeartoyear growth in revenue and profit
Leadership and communication skills to foster strong partnerships
Identification of upsell/crosssell 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 software
Proficient in objection handling, negotiation techniques, pricing and delegation
English Proficiency

Preferred Technical and Professional Expertise

Spanish Proficiency

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, working closely with dedicated country-based operating units to serve clients locally.

These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation.

By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities.

Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply.

IBM is also expanding its reach to new and existing clients through digital marketplaces.

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?