IBM Việt Nam ★ 4.4

Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings, and orchestrate joint strategic plans at the partner firm level that drive IBM's wallet share and revenue growth, as well as technical enablement planning.

Co-creating on business growth plans, you'll gain Partner C-Level support for joint growth initiatives, as well as bring IBM capabilities and resources together to accelerate your partners' go-to-market success with IBM Technology offerings.

Your Role And Responsibilities

The mission of 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.

Required Professional and Technical Expertise

Account Planning & Stakeholder Management

• Drives end-to-end TLS renewal and expansion for all Technology Lifecycle Services for Select.
• Supports territory strategy and planning and contributes to the account planning process for assigned accounts
  
  

Sales Execution

• Manages Technology Lifecycle Services pipeline across the portfolio
• Opportunity identification for uplift / expansion and winback.
• Partners with extended IBM teams including Brand Sales Specialist, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations
• Leverages a variety of sales tactics and tools when engaging with existing and new clients.
• Responsible for overall execution and closure of TLS Renewals
  
  

Managing for Growth

• Remains up to date on TLS Offerings to articulate IBM’s support portfolio value proposition and differentiation from competitors’
  
  

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

Required Professional Experience:

• Vietnam Citizen or Permanent resident
• Must have graduated no earlier than 2023
• A graduate of any Technical/IT related degree
  
  

Preferred Technical And Professional Experience

Preferred Professional and Technical Expertise

• 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.