Subscription & Annuity Representative
Location
São Paulo, SP | Brazil
Job description
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 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
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
• Leverages a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, outbound calls, and email
• 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
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, 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.
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
- English Proficiency
Preferred Technical and Professional Experience
Other Relevant Job Details
For additional information about location requirements, please discuss with the recruiter following submission of your application.
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, lets talk.
About Business Unit
IBM 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.
Job tags
Salary
