Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your role and responsibilities

• Lead customer renewals, aiming to surpass quarterly renewal targets and minimize churn.

• Serve as the principal customer advocate within the portfolio, demonstrating high motivation and self-initiation.

• Implement adoption-related strategies across product portfolios to establish differentiation from competitors.

• Understand, monitor, and manage key performance indicators (KPIs) specific to customer adoption, health, risk, and retention.

• Proactively manage accounts through the renewal cycle, demonstrating initiative and self-starting capabilities.

• Deep understanding of our products, emphasizing their differentiated capabilities in FinOps, SAFE, and TBM frameworks.

• Exhibit excellent presentation, communication, negotiation, and time management skills.

• Accurately generate quotes and commercial contracts.

• Take ownership of the critical path in renewal transactions, creating urgency for timely and accurate closures.

• Escalate customer issues to Customer Success for resolution and enhance customer satisfaction.

• Provide accurate weekly forecasts for the total subscription business in the assigned territory.

• Monitor account health and satisfaction, engaging internal teams proactively to maintain high satisfaction levels.

Required technical and professional expertise

• Over 5 years of experience supporting a sales organization in a technology company.

• Demonstrated ability to understand customer workflows, translating them into actionable plans for successful renewals.

• Proficient in comprehending technology products and articulating their differentiated capabilities to executive sponsors and stakeholders.

• Track record of effectively managing KPIs for customer health, adoption, risk, and retention across an account portfolio.

• Ability to manage multiple engagements with action-oriented tasks, consistently making progress.

• Team-oriented and collaborative, with the capacity to build relationships across various roles within an account.

• High level of accountability, demonstrating ownership and problem-solving skills.

• Strong work ethic, attention to detail, and the ability to work independently.

• Excellent organizational skills, managing multiple priorities and tasks concurrently.

• Adaptability to an ever-changing environment and ability to work within tight deadlines.

• Advanced skills in MS Office (Word, Excel, PowerPoint).

• Salesforce experience is a plus.

• Willingness to travel up to 10%.