**Introduction** As a Technology Lifecycle Services Renewal & Expansion sales 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 renewal discussions that instill confidence and trust in the value of renewed support service. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services. **Your role and responsibilities** 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. Your primary responsibilities will include: Drive and attain TLS Revenue target for the assigned territories - Execute the management system to periodically track the progression of all TLS renewal opportunities - Fortnightly review on the progression of the BP opportunities (renewal and net new) with the respective key VADs in country. - Work closely with VAD Contact for timely PO loading / Contract signing via Conga for the committed IQR deals - Work closely with VAD Contact to ensure that the renewal quote is sent out 120 days prior to expiry date. - Upsell to drive Logo Premium services • Work with TLS Renewal & Expansion (R&E) sales to exploit specific areas of focus especially on Win backs from TPM, Logo Premium services and MVS offerings • Actively participate in weekly country review with the TLS R&E team **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 IBM platform, services, 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** Technology Sales Experience: Experience and a proven track record in technology support services sales, along with demonstrated account management. Ecosystems partnership experience is a plus. Industry Knowledge: A solid understanding of your chosen industry, with a demonstrable ability to connect this knowledge to clients' business and investment priorities. 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.