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Software Sales

5 months ago

Sandton, South Africa IBM Full time

**Introduction**
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.

**Your Role and Responsibilities**
With excellence in communication and empathy, you'll work closely with clients to develop trusting relationships, understand their needs, respond to any question, and show them how IBM's industry leading solutions will help them deliver value for their business.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and our clients are thriving. To help ensure this win-win outcome, a 'day-in-the life' of this role may include, but not be limited to
- Driving subscription renewals with clients and channel partners for all IBM software products across a range of account sizes.
- Focusing on annual Subscription Annuity growth and recapture lost IBM annuity revenue. Identify opportunities for modernization, new growth and expansion.
- Supporting territory strategy and actively contributing to the account planning process for assigned accounts.
- Collaborating with extended IBM teams and channel partners to ensure alignment with client engagement & negotiations, to best position IBM offerings, the value of subscription and support, and the requirements of software license compliance.
- Maintaining high productivity by proactively engaging assigned territory, addressing potential client satisfaction issues, and leveraging resources to help remove roadblocks.

**Required Technical and Professional Expertise**
- Proven experience in maintaining and growing customer loyalty and retention, delivering year-to-year growth in revenue and profit.
- Demonstrated ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system.
- 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.
- Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.

**Preferred Technical and Professional Expertise**
- Experience and proven track record in technology sales preferred, as well as demonstrated account management. Subscription and Support experience a plus.
- Solid understanding of your chose industry, with demonstrable ability to connect this to clients' business and investment priorities.

**About Business Unit**

Being a Subscription and Annuity Representative within IBM Technology Sales is about technology expertise applied with proactive initiative, controlled speed, and positive impact. Moving fast, there is a bias for action, and an obsession to support our clients overcome their most difficult business issues.

In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions from across IBM's whole product suite, that meet our clients' needs. It's not enough for us to know that there are problems in the world - As IBMers within Technology Sales, we're obligated to make sure they're continually solved. It's an obsession that drives us to help our clients modernize and thrive. Always.

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