Software Sales - Subscription and Annuity Representative

Introduction
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.

Excellent onboarding and an industry leading learning culture will set you up
for positive impact and success, whilst ongoing development will advance your
career through an upward trajectory. 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 and services.

Your Role and Responsibilities
With excellence in communication and empathy, you'll work closely with clients
to develop trusting relationships, understand their needs, respond to any
question, and show them how IBM's industry leading solutions will help them
deliver value for their business.

We're passionate about success. If this role is right for you, then your
achievements will mean that your career is flourishing and our clients are
thriving. To help ensure this win-win outcome, a 'day-in-the life' of this
role may include, but not be limited to …
* Driving subscription renewals with clients and channel partners for all IBM software products across a range of account sizes.
* Focusing on annual Subscription Annuity growth and recapture lost IBM annuity revenue. Identify opportunities for modernization, new growth and expansion.
* Supporting territory strategy and actively contributing to the account planning process for assigned accounts.
* Collaborating with extended IBM teams and channel partners to ensure alignment with client engagement & negotiations, to best position IBM offerings, the value of subscription and support, and the requirements of software license compliance.
* Leveraging a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, social media, outbound calls, and email.
* Maintaining high productivity by proactively engaging assigned territory, addressing potential client satisfaction issues, and leveraging resources to help remove roadblocks.

Required Technical and Professional Expertise
* Proven experience in maintaining and growing customer loyalty and retention, delivering year-to-year growth in revenue and profit.
* Demonstrated ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system.
* In-depth understanding of the business value clients receive from using software, subscription and support and the ability to clearly articulate this during the sales process.
* Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.

Preferred Technical and Professional Expertise
* Experience and proven track record in technology sales preferred , as well as demonstrated account management. Subscription and Support experience a plus.
* Solid understanding of your chose industry, with demonstrable ability to connect this to clients' business and investment priorities.

About Business Unit
Being a Subscription and Annuity Representative within IBM Technology Sales is
about technology expertise applied with proactive initiative, controlled
speed, and positive impact. Moving fast, there is a bias for action, and an
obsession to support our clients overcome their most difficult business
issues.

In a world where technology moves at speed, it's essential that we stay ahead
of the curve to provide tailored solutions from across IBM's whole product
suite, that meet our clients' needs. It's not enough for us to know that there
are problems in the world - As IBMers within Technology Sales, we're
obligated to make sure they're continually solved. It's an obsession that
drives us to help our clients modernize and thrive. Always.

Your Life @ IBM
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?

About IBM
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.

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

Being You @ IBM
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, gender, gender identity or
expression, sexual orientation, national origin, genetics, pregnancy,
disability, age, veteran status, or other characteristics. IBM is also
committed to compliance with all fair employment practices regarding
citizenship and immigration status.