Subscription & Annuity Representative - Entry Level Sales Program

Introduction

At IBM, technology creates value when it helps organizations solve meaningful business challenges. As an Entry-Level Subscription and Annuity Representative, you will create demand, build trusted client relationships, and connect customers with IBM solutions across AI, data, automation, cloud, and infrastructure. This role combines consultative selling, digital engagement, customer success, and ecosystem collaboration while helping you build a foundation for a career in technology sales and client leadership.

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 be able to develop client and channel partner relationship. Using your consultative style, you'll lead client software renewal discussions that instill confidence and trust in the value of renewed subscription & support.

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.

• 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.

• 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.

Bachelor's Degree

• Education:
  
  B.S. or M.S. in Business, Communications, International Relations, Management Information Systems (MIS), Engineering or similar disciplines.
• Business Acumen:
  Asks open-ended questions and understands needs to address business challenges.
• Team Player:
  Demonstrates team collaboration and can navigate different communication styles.
• Excellent Communication
  
  Skills:
  
  Possess verbal, written, and interpersonal skills that are engaging, compelling and influential.
• Self-Starter:
  Motivated to work with clients and can lead projects independently.

• Leadership experience through student organizations, athletics, volunteer work, competitions, or community involvement.
• Degree emphasis and or certification in Professional Selling.
• Exposure to lead generation and sales development in the tech industry or a similar complex field.
• Has met sales targets in fast-paced environments by fostering collaboration.