Introduction

Technology Sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell' we're looking for graduates who want to combine their deep technical education with the people skills needed to co-create with customers, partners, and colleagues - face-to-face, on solutions to our clients' most complex business challenges.

In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions that meet our clients' needs. It's not enough for us to have the technical expertise. We need to be great with people, too. To empathize. To understand. To collaborate on technical solutions that will improve lives all over the world.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will continually advance your career. 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, services, and people.

We get it. Navigating your career can be challenging. So many roles; all with subtle differences; which ones do you apply for? To help make your life easier, this job post provides everything you need to know if this type of role is right for you, generally speaking. Think you have some of what we're after but not all? Wonder if your application would be welcomed? Please know that it very much is. We would love to get to know you a bit better, so apply and we'll be in touch with more details about specific roles that are most suited to you and your preferences.

Your Role And Responsibilities

Your mission as a TLS Renewals Sales Specialist is to protect the base renewal contract and grow each client’s 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.

• Maintain and grow customer loyalty through Technology Lifecycle Services renewal and expansion, year-to-year growth in revenue and profit
• Leadership and communication skills to foster strong partnerships
• Identification of upsell/cross-sell opportunities
• Manage the pipeline by consistently and accurately forecasting using the Technology Sales CRM system
• Understand and articulate the business value (tangible and measurable) our clients receive from using IBM Logo and MVS Support.
• Proficient in objection handling, negotiation techniques, pricing and delegation.
  
  

Required Technical And Professional Expertise

• Bachelor’s degree holder from Computer Science / Information Technology / Business management
• Any working experience in IT is a plus.
• Should be highly motivated, collaborative and a self-learner
• Fluent in English and Cantonese. Mandarin will be an added advantage
  
  

Preferred Technical And Professional Experience

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