Coppell, TX, 75099, USA
14 hours ago
Subscription & Annuity Representative
**Introduction** At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, let's talk. **Your role and responsibilities** 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. * Drives end-to-end 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 * 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 **Required technical and professional expertise** * Maintain and grow customer loyalty through Subscription and Annuity retention, 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 software * Proficient in objection handling, negotiation techniques, pricing and delegation **Preferred technical and professional experience** As above
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