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IBM Subscription & Annuity Sales Representative in Bogota, Colombia


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

Drives end-to-end Subscription Renewal of products for Select, Strategic and Signature accounts, engaging support, specialty and technical roles where relevant

Collaborate 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 Leverages a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, outbound calls, and email * Leverages industry expertise to understand client's business and investment priorities

Progresses Subscription Annuity pipeline across the SW portfolio

Opportunity identification for renewal, trade up/upgrade, Reinstatement and expansion

Bring in the right technical resources to maintain renewal rates

Partner with Extended IBM teams including Brand Sales Specialist, SCL, Deal Makers, Client Success Managers for C-level conversations

Responsible for overall execution and closure of software subscription and support

Required Technical and Professional Expertise

Understand the customers current license environment (current state) and where customers are going (future state) and be the trusted advisor on licensing requirements/options.

Strong understanding of the Passport Advantage program, IPLA and IBM contractual terms to help clients understand, renew & grow their install base.

Proficient in objection handling , negotiation techniques, pricing and delegation.

Leadership and strong communication skills which is critical to help with teaming internally (CSM's, SCL's, Deal Makers, etc) and externally with Customers and IBM's Partner Ecosystem.

Working knowledge of IBM tools and processes including DSW, SQO, FastPass, partial renewal process, Forecasting & Pipeline management (ISC, RMT) and others

Articulate subscription & support value propositions across the software portfolio

Preferred Technical and Professional Expertise

As above

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn 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.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.