Your mission as a TLS Renewal Sales Specialist is to protect the base renewal contract and grow each client’s IBM annual spend by identifying and successfully upselling and cross selling IBM Logo and Multi-Vendor Services (MVS) Winback and other expansion opportunities. You lead IBM Logo and MVS renewal and expansion conversations including entitlement validation IBM licensing terms & conditions and the value of IBM Technology Lifecycle Services.
- Account Planning & Stakeholder Management
- Drives end-to-end TLS renewal and expansion for all Technology Lifecycle Services for Select.
- Drives end-to-end TLS renewal and basic expansion for Strategic and Signature accounts. New Opportunities and large expansion requires Field Sales support.
- Supports territory strategy and planning and contributes to the account planning process for assigned accountsSales Execution
- Manages Technology Lifecycle Services pipeline across the portfolio
- Opportunity identification for uplift / expansion and winback.
- Partners with extended IBM teams including Brand Sales Specialist Deal Makers Ecosystem Sales Specialist Customer Success Managers for client conversations
- Leverages a variety of sales tactics and tools when engaging with existing and new clients.
- Responsible for overall execution and closure of TLS RenewalManaging for Growth
- Remains up to date on TLS Offerings to articulate IBM’s support portfolio value proposition and differentiation from competitors
• Maintain and grow customer loyalty through Technology Lifecycle Services renewal and expansion 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 Logo and MVS Support.
• Proficient in objection handling negotiation techniques pricing and delegation.
• Proficiency in critical thinking to leverage data and emerging technologies to evaluate and develop effective solutions.
- Business Acumen: Exhibit understanding of business operations
- Knowledge of IBM products
- Proficiency of IBM sales tools and techniques