Technology Lifecycle Services Renewals u2013 Entry ...

Introduction Your mission as a TLS Renewal Sales Specialist is to protect the base renewal contract and grow each clientu2019s IBM annual spend by identifying and successfully upselling and cross selling IBM Logo and Multi-Vendor Services (MVS), Winback and other expansion opportunities. You lead IBM Logo and MVS renewal and expansion conversations including entitlement validation, IBM licensing terms & conditions and the value of IBM Technology Lifecycle Services. Your role and responsibilities Account Planning & Stakeholder Management Drives end-to-end TLS renewal and expansion for all Technology Lifecycle Services for Select. Drives end-to-end TLS renewal and basic expansion for Strategic and Signature accounts. New Opportunities and large expansion requires Field Sales support. Supports territory strategy and planning and contributes to the account planning process for assigned accountsSales Execution Manages Technology Lifecycle Services pipeline across the portfolio Opportunity identification for uplift / expansion and winback. Partners with extended IBM teams including Brand Sales Specialist, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations Leverages a variety of sales tactics and tools when engaging with existing and new clients. Responsible for overall execution and closure of TLS RenewalManaging for Growth Remains up to date on TLS Offerings to articulate IBMu2019s support portfolio value proposition and differentiation from competitors Required technical and professional expertise u2022 Maintain and grow customer loyalty through Technology Lifecycle Services renewal and expansion, year-to-year growth in revenue and profitu2022 Leadership and communication skills to foster strong partnershipsu2022 Identification of upsell/cross-sell opportunitiesu2022 Manage the pipeline by consistently and accurately forecasting using the Technology Sales CRM systemu2022 Understand and articulate the business value (tangible and measurable) our clients receive from using IBM Logo and MVS Support.u2022 Proficient in objection handling, negotiation techniques, pricing and delegation.u2022 Proficiency in critical thinking to leverage data and emerging technologies to evaluate and develop effective solutions. Preferred technical and professional experience Business Acumen: Exhibit understanding of business operations Knowledge of IBM products Proficiency of IBM sales tools and techniquesIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Created: 2025-12-05