TLS Sales Renewals & Expansion Specialist - Finance Market

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your Role And Responsibilities

As a Sales Specialist, you will be responsible for selling IBM offerings directly to customers. You will maintain in-depth skills in specialty offerings and be assigned to opportunities or territories where you possess the sales and technical expertise required. Your primary responsibilities will include:

• 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
• 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. Display excellent oral, written, and face to face communication skills.
• Candidate should be able to team with colleagues across the TLS organization, including service delivery, pricing, quote to cash teams, Brand Specialist, Systems, Business Partners, 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, WorkFlow Connect, AccessHub, EPM, IERP, SAP, Pursuit Profiler, Revenue Storm, QUIP, Territory Planning, Upsell Discount and Optimization tool/process, and other tools required for job performance.
• Conduct All Phases of Sales Cycle: Conduct all phases of the sales cycle, leveraging your sales and technical expertise to close sales and win customer satisfaction.
  
  

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• Candidate should be proficient with tools such as Conga, IBM Sales Cloud, Microsoft Office products (Word, Excel, PowerPoint), Outlook, WorkFlow Connect, AccessHub, IERP, EPM, 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 build relationships with clients to further business with IBM TLS.
• Specialty Offering Expertise: Experience with in-depth skills in specialty offerings, including hardware, software, services, and industry solutions, to effectively sell and support IBM offerings.
• Sales Cycle Management: Experience in conducting all phases of the sales cycle, leveraging sales and technical expertise to close sales and win customer satisfaction.
• Technical Sales Expertise: Experience with the sales and technical expertise required to sell IBM offerings directly to customers, including identifying and pursuing new sales opportunities and expanding existing relationships.
• Territory and Opportunity Management: Experience in managing assigned opportunities and territories, ensuring effective sales coverage and customer engagement.
  
  

Preferred Technical And Professional Experience

• Display excellent oral, written, and face to face communication skills
• Be able to talk with clients face to face and virtually about a wide range of solutions, identify and solve client problems
• Be able to build relationships with clients to further business with IBM TLS.
• In-Depth Industry Knowledge: Experience with industry-specific solutions and trends, enabling effective sales and support of IBM offerings. This includes understanding industry challenges, identifying opportunities, and developing targeted sales strategies.