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.

• 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.

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.

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 Experience

• 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.

Required Education

High School Diploma/GED

Preferred Education

Bachelor's Degree

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.

Wonder if IBM is the one for you?

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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?

About IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Other Relevant Job Details

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.

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.

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.

Country/Region

United States

State / Province

MULTIPLE

City / Township / Village

MULTIPLE CITIES

Work Arrangement

Hybrid

IBM Business Group

Global Sales

Primary job category

Sales

Secondary Job Category

Licensing & Renewal Sales

Role ( Job Role )

Subscription & Annuity Representative

Employment Type

Full-Time

Contract type

Regular

Projected Maximum Salary

$112,320

Projected Minimum Salary

$74,880

New Collar Role

Yes

Early Professional Track

Seller

Position Type

Early Professional

Travel Required

Up to 20% or 1 day a week

Company

(0147) International Business Machines Corporation

Is this role a commissionable/sales incentive based position?

Yes

Company Label

IBM