Subscription and Annuity Representative – Entry Level Sales 2025

Introduction
Technology Sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to ‘show’ vs. ‘tell’ we’re looking for recent graduates who want to combine their technical interests and education with the people skills needed to prospect and co-create with customers partners and colleagues on solutions to our clients’ most complex business challenges.
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.
IBM’s comprehensive onboarding and industry leading learning culture will set you up for positive impact and success whilst ongoing development will continually advance your career.
Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds – 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
Your mission as a Subscription & Annuity Representative 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.

Your primary responsibilities will include but not be limited to:

• Subscription Renewal Management: Drives end-to-end Subscription Renewals with clients and partners for all IBM-distributed software products for Select Strategic and Signature accounts; manages Subscription Annuity pipeline across the SW portfolio.
• Collaboration and Alignment: Collaborates with IBM teams (including Brand Sales Specialist TSL Deal Makers Ecosystem Sales Specialist Customer Success Managers) to ensure alignment with client engagement and negotiations.
• Territory Strategy and Account Planning: Supports territory strategy and planning and contributes to the account planning process for assigned accounts.
• Growth and Revenue Focus: Opportunity identification for winback modernization version upgrades and expansion.
• Sales Prospecting: Apply IBM’s sales methodology to identify new clients and opportunities for expansion with existing clients through multiple channels (email phone video creation social media).
• Social Selling: Engage in social selling activities to build thought leadership and influence potential clients. This could include recording video outreach campaigns social media posts etc.

To be successful in this role you will need:

• Confidence to contact and engage potential new customers and deliver an elevated experience.
• Motivation to achieve sales business objectives and high client satisfaction.
• Aptitude to utilize selling technologies to network engage clients and identify new business opportunities.
• Embrace curiosity and a growth mindset.

This position requires you to be in one of the following IBM offices: Atlanta GA and Dallas TX.

Readiness to travel up to 10% annually.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore in order to be considered for this position you must have the ability to work without a need for current or future visa sponsorship.

Required Technical and Professional Expertise

• Education: B.S. or M.S. in Business Communications International Relations Management Information Systems (MIS) Engineering or similar disciplines.
• Business Acumen: Asks open-ended questions and understands needs to address business challenges.
• Team Player: Demonstrates team collaboration and can navigate different communication styles.
• Excellent Communication Skills: Possess verbal written and interpersonal skills that are engaging compelling and influential.
• Self-Starter: Motivated to work with clients and can lead projects independently.

Preferred Technical and Professional Expertise

• Degree emphasis and or certification in Professional Selling.
• Exposure to lead generation and sales development in the tech industry or a similar complex field.
• Has met sales targets in fast-paced environments by fostering collaboration.