Subscription & Annuity Representative - Entry Level Sales Program 2027

Your mission as a Subscription & Annuity Representative is to protect the install base and grow your client's IBM Software annual spend by identifying winback, modernization and other growth and expansion opportunities.  You lead client software renewal discussions, including entitlement validation, IBM licensing terms & conditions and the value of Subscription & Support.

Your primary responsibilities will include, but not be limited to:

• Subscription Renewal Management: Drives end-to-end Subscription Renewals with clients and partners for all IBM-distributed software products for Select, Strategic and Signature accounts; manages Subscription Annuity pipeline across the SW portfolio.
• Collaboration and Alignment: Collaborates with IBM teams (including Brand Sales Specialist, TSL, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers) to ensure alignment with client engagement and negotiations.
• Territory Strategy and Account Planning: Supports territory strategy and planning and contributes to the account planning process for assigned accounts.
• Growth and Revenue Focus: Opportunity identification for winback, modernization, version upgrades and expansion.
• Sales Prospecting: Apply IBM’s sales methodology to identify new clients and opportunities for expansion with existing clients through multiple channels (email, phone, video creation, social media).
• Social Selling: Engage in social selling activities to build thought leadership and influence potential clients. This could include recording video outreach campaigns, social media posts, etc.

To be successful in this role, you will need:

• Confidence to contact and engage potential new customers and deliver an elevated experience.
• Motivation to achieve sales, business objectives and high client satisfaction.
• Aptitude to utilize selling technologies to network, engage clients, and identify new business opportunities.
• Embrace curiosity and a growth mindset.