Software Subscription Annuity Renewals SPGI Representative

Your primary responsibilities will include:

• SaaS Renewal Management: Drive SaaS renewals with clients and channel partners for all IBM software products across a range of account sizes. Maintain accurate renewal forecasts.
• Growth and Revenue Focus: Focus on annual SaaS revenue growth and recapturing lost IBM annuity revenue. Identify opportunities for modernisation, new growth, and expansion.
• Customer Engagement: Build strong relationships with clients to understand their business needs, demonstrate value, and provide solutions that align with their goals.
• Territory Strategy and Account Planning: Support territory strategy and contribute to the account planning process for assigned accounts.
• Collaboration: Work closely with Customer Success, Brand Sellers and extended IBM sales teams to ensure seamless renewal processes and drive customer satisfaction
• Market and Product Knowledge: Proactively builds and maintains a strong knowledge of IBM's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry. Stay updated on SaaS industry trends, pricing models, and competitor offerings to provide informed recommendations.

Required education

None

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Language Skills: Fluency in both Spanish and English is required.
• Customer Loyalty and Retention: Experience in maintaining and growing customer loyalty and retention, delivering year-to-year growth in revenue and profit.
• Pipeline Management: Ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using CRM system.
• Objection Handling and Negotiation: Proficiency in objection handling and negotiation techniques, with excellent communication skills to foster strong partnerships.

Preferred technical and professional experience

• Technology Sales Experience: Experience and a proven track record in technology sales, along with demonstrated account management. Subscription and Support and/or SaaS renewals experience is a plus.
• Business Value Articulation: In-depth understanding of the business value clients receive from using software, subscription and support and the ability to clearly articulate this during the sales process.

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.

YOUR LIFE @ IBM

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

For additional information about location requirements, please discuss with the recruiter following submission of your application.