TLS & Expansion Specialist

Introduction Your role and responsibilities

• Territory management of assigned accounts. Responsibilities include responding to inbound client requests and contacting clients proactively to sell more services. Seller needs to be familiar with TLS offerings and selling solutions across the portfolio. This includes sales of logo services, including renewals and net new offerings, and sales of non-IBM/multi-vendor support (MVS) renewals and net new offerings.
• Required use IBM Sales Cloud (ISC) to update and progress sales records. Candidate must be able to produce good sales record hygiene and utilize ISC to include comments that reflect client status, action items, sales stage, and steps left to win the opportunity. Records must reflect accurate financial view of the opportunity, including a view of current quarter and next quarter revenue projections.
  
  Candidate must be able to review records with management on a weekly or as needed basis.
• Display excellent oral, written, and face to face communication skills.
• Be able to talk with clients about a wide range of solutions, identify and solve client problems. Be able to build relationships with clients to further business with IBM TLS.
• Candidate should be able to team with colleagues across the TLS organization, including service delivery, pricing, quote to cash teams, Brand Specialist, Systems, and other IBM sales colleagues to help progress opportunities. Maintain 80% or higher renewal rate.

• Candidate should be proficient with tools such as Conga, IBM Sales Cloud, Microsoft Office products (Word, Excel, PowerPoint), Outlook, Work Flow Connect, Access Hub, IERP, Checkpoint, SAP, Upsell Discount and Optimization tool/process, and other tools required for job performance.

• Display excellent oral, written, and face to face communication skills.
• Be able to talk with clients about a wide range of solutions, identify and solve client problems.
• Be able to build relationships with clients to further business with IBM TLS.

IBM 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.