Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.
Your Role And Responsibilities
As an IBM Subscription & Annuity Representative, you will be responsible for working with the IBM field seller and/or Ecosystem Partner and CSM to renew distributed software and XaaS subscription and support contracts with IBM Customers while minimizing attrition. You will focus on year-to-year Subscription Annuity growth while identifying new growth and expansion opportunities. Your primary responsibilities will include:
- Renew Contract Negotiations: Work with IBM's Technology and Brand Sellers, Dealmakers, Customer Success Managers, and customers to ensure timely processing of software renewals and maximize software subscription and support revenue.
- Minimize Attrition: Engage lapsed clients to win back business and minimize attrition through reinstatement, trade-ups, and expansion.
- Identify Growth Opportunities: Identify reinstatement, reach back, Cloud Pak, and other new growth and expansion opportunities to drive year-to-year Subscription Annuity growth.
- Collaborative Planning: Work with IBM's operations, pricing, contracts, and negotiations teams to ensure alignment and effective contract renewal execution.
- Customer Relationship Management: Protect and grow clients SWG annual spend by building strong relationships with customers and partners.
Required Technical And Professional Expertise
- Exposure to Software Renewals: Experience working with software and XaaS subscription and support contracts, with a focus on renewal negotiations and maximizing revenue.
- Understanding of Sales Operations: Familiarity with sales processes, including pricing, contracts, and negotiations, in a technology or software sales environment.
- Experience with Customer Engagement: Exposure to engaging with customers, identifying growth opportunities, and building strong relationships to drive business growth.
- Knowledge of Contract Management: Understanding of contract management principles, including contract renewal execution and negotiation strategies.
- Familiarity with Revenue Growth Strategies: Experience working with strategies to drive year-to-year Subscription Annuity growth, including identifying new growth and expansion opportunities.
Preferred Technical And Professional Experience
- Software Renewal Expertise: Exposure to managing software and XaaS subscription and support contracts, with a focus on renewal negotiations and maximizing revenue, is beneficial for this role.
- Sales Operations Knowledge: Familiarity with sales processes, including pricing, contracts, and negotiations, in a technology or software sales environment, can be advantageous.
- Contract Management Understanding: Understanding of contract management principles, including contract renewal execution and negotiation strategies, can be valuable in this position.
