IBM English - Software Renewals Digital Sales Representative in MULHUDDART, Ireland

Job Description

The Role:

Based in our state-of-the-art Centre here in Dublin, our sales people are lucky enough to sell some of the world's most innovative IT solutions. You will get to interact with clients in a wide array of fields and to make sure you make the most of these opportunities, you will benefit from some of the best training in the world to help you grow your career and gain exposure to international clients.

As part of the IBM Digital Business Group (DBG), you will specialize in selling the value of renewing Subscription and Support (S&S) on our Software products and appliances. At its core, S&S allows our clients to protect their initial investment by adding new features and enhanced functionality to the software they already own, thus improving usability, security, performance and accelerating adoption and integration of new technologies.

The successful candidates’ primary responsibilities are to work from a soon to expire list of renewals and close as many as possible prior to anniversary date, and as many of the remainder as possible, after the anniversary date.

Our team mission is to protect and grow the on-premise software revenue stream, a critical revenue source to DBG, by maximising renewal rates through on-time, price growth and loss management.

Working closely with our channel partners and with a focus on the Commercial market, one of the fasting growing segments within IBM, you will be responsible for the following:

Responsibilities:

· Building a strategic and collaborative relationship with your clients, business partners and key decision makers/IBM stakeholders

· Engaging in on-going account management of an assigned market territory, ensuring the timely renewal of S&S contracts for a designated installed customer base

· Execution of the renewals process from providing correct quotes, validating entitlements, negotiating prices, activating contracts to ensuring fulfilment is completed in a timely and customer centric way

· Providing accurate weekly, monthly and quarterly sales forecasting to upline Management including regular upkeep of account information within IBM’s internal Renewal Tracking System

· Achieving or exceeding monthly and quarterly targets

· Leveraging the digital transformation by adopting a digital selling strategy to extend IBM’s reach in the market place

· Supporting in-team projects or focus areas which may be assigned by Management designed to improve overall client experience or team performance

· Professional development and completion of all corporate training requirements to maintain the knowledge level required to effectively communicate our value proposition to clients and business partners alike.

Requirements:

· Passionate, hard-working, self-starter

· Flair and enthusiasm for the business and products

· 2+ years of quota carrying software or technology sales

· Proven track record of outstanding sales achievement

· Outstanding oral and written communication and presentation skills

· Exceptional ability to articulate and communicate business value during sales engagements

· Experience managing and closing sales cycles with proficiency in account planning, deal strategy, relationship management, negotiation and personal time management

· Proven ability to stay on top of their deal portfolio with an ability to articulate the status of each deal, next steps and any obstacles to overcome to closure, complete with knowledge of customers’ procurement procedures and experience steering deals through the contracting process

· Forecasting experience which enables accurate reporting against set targets

Language Requirements:

· Fluent English – both written and oral

· Other languages desirable but not essential

The benefits for you:

· Joining IBM will open up career opportunities in over 170 countries and in a wide range of disciplines.

· To ensure your success, IBM will make a significant investment in your personal development.

· You will join a company with a powerful reputation for success, which is focused on innovation, growth and future technologies.

· Together with a competitive salary and the potential to earn substantial commission, you will also benefit from ancillary benefits including, employee assistance program, life insurance and access to a doctor on-site.

· You will be located on the IBM Dublin Campus in a brand new, state of the art, Digital Sales Centre, the first of its kind in Europe.

Required Technical and Professional Expertise

· 2+ years of quota carrying software or technology sales

· Exceptional ability to articulate and communicate business value during sales engagements

· Experience managing and closing sales cycles with proficiency in account planning, deal strategy, relationship management, negotiation and personal time management

· Proven ability to stay on top of their deal portfolio with an ability to articulate the status of each deal, next steps and any obstacles to overcome to closure, complete with knowledge of customers’ procurement procedures and experience steering deals through the contracting process

· Forecasting experience which enables accurate reporting against set targets

· Fluent English – both written and oral

· Other languages desirable but not essential

Preferred Tech and Prof Experience

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EO Statement

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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.