Public Cloud Renewals Specialist - German language

Job description

Introduction
The sales teams at IBM are world-renowned for being industry's top experts in the profession. As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM’s clients. Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.

Your Role and Responsibilities
What is your mission?
Your mission as a Public Cloud Renewals Specialist is to protect the install base and grow your client's IBM Public Cloud annual spend by identifying winback, modernization and other growth and expansion opportunities. You lead client Public Cloud renewal discussions, including entitlement validation and IBM licensing terms & conditions.

What are you accountable for?

Account Planning & Stakeholder Management:
• Drives end-to-end Public Cloud Renewals with clients and partners for all IBM Public Cloud products for Select, Strategic and Signature accounts
• Collaborates with IBM teams to ensure alignment with client engagement and negotiations
• Supports territory strategy and planning and contributes to the account planning process for assigned accounts

Sales Execution:
• Manages Public Cloud pipeline across the Public Cloud portfolio
• Opportunity identification for winback, modernization, version upgrades and expansion
• Partners with extended IBM teams including Brand Sales Specialist, TSL, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations
• Leverages a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, outbound calls, and email
• Responsible for overall execution and closure of Public Cloud renewals.

Managing for Growth:
• Remains up to date on IBM Public Cloud offerings to articulate IBM’s Public Cloud portfolio value proposition and differentiation from competitors’
• Engages with IBM channel partners to best position IBM offerings with assigned clients

Monthly salary starting from 1700 EUR gross, depending on relevant experience and skill set.

Required Technical and Professional Expertise

·  Communication skills to foster strong partnerships
·  German and English Proficiency
·  Able to investigate and identify of upsell/cross-sell opportunities
·  Experience with using CRM tools
·  Experience in objection handling, negotiation techniques, pricing and delegation

Preferred Technical and Professional Expertise

·  Able to understand and articulate the business value (tangible and measurable) that clients receive from using IBM Public Cloud
·  French Proficiency