Subscription & Annuity Manager

Job description

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

What is your mission?

Your mission as a Subscription & Annuity Manager is to drive the overall Territory execution, strategy, progression and closure of deals for all Subscription & Annuity renewals. You lead and coach the Subscription & Annuity team through the end-to-end renewal process to progress and close opportunities and proactively identify and progress new opportunities. You build the right mix of skills and optimize resource utilization to meet market and client demands. You drive culture of teaming, encouraging cross-brand solutions across Technology. Within your assigned territory, you build and maintain strong relationships with key executives and influencers to help drive and close complex transactions.

What are you accountable for?

Account Planning & Stakeholder Management:
• Drives end-to-end Subscription Renewals with clients and partners for all IBM distributed software products for Select, Strategic and Signature accounts
• Collaborates with IBM teams to ensure alignment with client engagement and negotiations
• Supports territory strategy and planning and contributes to the account planning process for assigned accounts

Sales Execution:
• Responsible for overall execution and closure of software subscription and support Partners with extended IBM teams including Brand Sales Specialist, TSL, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations
• Leads & coaches Subscription & Annuity team to proactively identify & progress new opportunities (OI) and version upgrades through the renewal cycle.
• Builds the right mix of skills and optimizes resource utilization to meet market and client demands

Managing for Growth:
• Remains up to date on IBM Software offerings to articulate IBM’s SW portfolio value proposition and differentiation from competitors’
• Coaches Subscription & Annuity teams with clarity and conviction to ensure they fully understand how to do their jobs successfully to achieve our Objectives and Key Results (OKRs)
• Demonstrates growth mindset and radical candor

Required Technical and Professional Expertise

·  Master deal and situational coaching through candid, open communication
·  Master territory management and leveraging resources/best practices for their team
·  Ability to effectively handle objections and maximize sellers' time with clients
·  Effective performance management of team to drive high-performance culture
·  Foster entrepreneurial mindset and calculated risk-taking
·  Understand and articulate the business value (tangible and measurable) our clients receive from using IBM software
·  Proficient in objection handling, negotiation techniques, pricing and delegation
·  English and Spanish Proficiency.

Preferred Technical and Professional Expertise

·  Spanish Proficiency