Your role and responsibilities
Your primary responsibilities will include:
- SaaS Renewal Management
- Growth and Revenue Focus : Focus on annual SaaS revenue growth and recapturing lost IBM annuity revenue. Identify opportunities for modernisation, new growth, and expansion.
- Customer Engagement : Build strong relationships with clients to understand their business needs, demonstrate value, and provide solutions that align with their goals.
- Territory Strategy and Account Planning : Support territory strategy and contribute to the account planning process for assigned accounts.
- Collaboration: Work closely with Customer Success, Brand Sellers and extended IBM sales teams to ensure seamless renewal processes and drive customer satisfaction
- Market and Product Knowledge : Proactively builds and maintains a strong knowledge of IBM's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry. Stay updated on SaaS industry trends, pricing models, and competitor offerings to provide informed recommendations.
Required education
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Language Skills: Fluency in both Spanish and English is required.
- Customer Loyalty and Retention : Experience in maintaining and growing customer loyalty and retention, delivering year-to-year growth in revenue and profit.
- Pipeline Management : Ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using CRM system.
- Objection Handling and Negotiation : Proficiency in objection handling and negotiation techniques, with excellent communication skills to foster strong partnerships.
Preferred technical and professional experience
- Technology Sales Experience : Experience and a proven track record in technology sales, along with demonstrated account management. Subscription and Support and/or SaaS renewals experience is a plus.
- Business Value Articulation : In-depth understanding of the business value clients receive from using software, subscription and support and the ability to clearly articulate this during the sales process.
