**Introduction** As a Subscription and Annuity Representative your mission is to protect the install base of your clients and grow their annual spend by identifying win-back, modernization and other expansion opportunities. With high energy, initiative and commitment, you'll feel at right at home in a fast moving, challenging environment where you're naturally able to develop client and channel partner relationships. Using your consultative style, you'll lead client software renewal discussions that instill confidence and trust in the value of renewed subscription & support. **Your role and responsibilities** As a Subscription & Annuity Representative, you'll work with IBM Sellers, Dealmakers, Customer Success Managers, senior IBM executives and/or Ecosystem Partners to grow Subscription Annuity revenue by identifying new growth and expansion opportunities and minimizing attrition. You'll be directly responsible for ensuring timely processing of renewals and interface with operations, pricing, contracts and negotiations, legal, and Customer Support organizations. With excellence in communication and empathy, you'll work closely with clients to develop trusting relationships, understand their needs, respond to any question, and show them how IBM's industry leading solutions will help them deliver value for their business. You will lead client software renewal discussions, including entitlement validation, IBM licensing terms & conditions and the value of Subscription & Support. **Required technical and professional expertise** * Customer Loyalty and Retention: Experience in maintaining and growing customer loyalty and retention, delivering year-to-year growth in revenue and profit. * Pipeline Management: Ability to successfully progress opportunities and manage the pipeline by consistently and accurately forecasting using a CRM system. * Business Value Articulation: In-depth understanding of the business value clients receive from using software, subscription, and support and the ability to clearly articulate this during the sales process. * Objection Handling and Negotiation: Proficiency in objection handling and negotiation techniques, with excellent leadership and communication skills to foster strong partnerships. **Preferred technical and professional experience** * Subscription Renewal Management: Experience driving subscription renewals with clients and channel partners * Subject Matter Expert: Have knowledge of IBM Data & Automation product lines and the business value they deliver to customers. 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.