Software Sales Subscription and Annuity Representative

Job description

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.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – 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

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.

Your primary responsibilities will include:

• Subscription Renewal Management: Drive subscription renewals with clients and channel partners for all IBM software products across a range of account sizes.

• Growth and Revenue Focus: Focus on annual Subscription Annuity growth and recapturing lost IBM annuity revenue. Identify opportunities for modernization, new growth, and expansion.

• Territory Strategy and Account Planning: Support territory strategy and contribute to the account planning process for assigned accounts.

• Collaboration and Alignment: Collaborate with extended IBM teams and channel partners to ensure alignment with client engagement and negotiations. This includes positioning IBM offerings, emphasizing the value of subscription and support, and addressing software license compliance requirements.

• Multichannel Engagement: Leverage a variety of mediums and approaches to engage with existing clients. This includes digital campaigns, events, social media, outbound calls, and email.

• Productivity and Issue Resolution: Maintain high productivity by proactively engaging the assigned territory, addressing potential client satisfaction issues, and leveraging resources to help remove roadblocks

Required Technical and Professional Expertise

· 
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 a CRM system.

· 
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.

· 
Objection Handling and Negotiation : Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships.

Preferred Technical and Professional Expertise

· 
Technology Sales Experience : Experience and a proven track record in technology sales, along with demonstrated account management. Subscription and Support experience is a plus.

· 
Industry Knowledge : A solid understanding of your chosen industry, with a demonstrable ability to connect this knowledge to clients' business and investment priorities.