Software Sales - Subscription and Annuity Representative

Job description / Role

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.

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.
- Leveraging a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, social media, outbound calls, and email.
- Maintaining high productivity by proactively engaging assigned territory, addressing potential client satisfaction issues, and leveraging resources to help remove roadblocks.

Requirements

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 the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.