IntroductionIBM Subscription & Annuity Representatives are responsible for working with the IBM field seller and/or Ecosystem Partner and CSM to renew distributed (non-mainframe) software and XaaS subscription and support contracts with IBM Customers while minimizing attrition.Your Role and ResponsibilitiesThey focus on YTY Subscription Annuity growth while identifying reinstatement, reach back, Cloud Pak and other new growth and expansion opportunities (OI); minimize attrition through reinstatement, trade ups and expansion by engaging lapsed clients with an attempt to win back business; protect and grow the clients SWG annual spend; work with IBM's Technology and Brand Sellers, Dealmakers, Customer Success Managers, senior IBM executives, customers and partners to ensure timely processing of software renewals and maximizing the software subscription and support revenue; and are involved with the operations, pricing, contracts and negotiations, legal, and Customer SupportTodas as vagas são elegíveis para pessoas com deficiência e reabilitadosRequired Technical and Professional Expertise- Validated ability to effectively collaborate with a large number of stakeholders within the company;- Consistent track record of over achievement against quarterly and annual sales targets;- Track records in selling;- Experience working with Business Partners;Preferred Technical and Professional Expertisen/aAbout Business UnitIBM 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.Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.Are you ready to be an IBMer?
