IBM German - Watson Customer Engagement Contract Extension Rep in DUBLIN, Ireland
A digital sales role, focused on maintaining a SaaS Extension rate and revenue base for high velocity IBM clients. Manages an assigned group of customers and provides support, as part of a pooled team, for broader IBM SaaS Extensions/Expansion as needed.
Measures of Success:
Measurements are recurring revenue, contract extensions (CE), and Contract Extension Rates (CER)
Exceed target goals by protecting recurring revenue, improving extension rates, reducing churn and expanding revenue.
Act as the point of contact for assigned clients around extensions, overages, etc… working closely with sales, finance and pricing
Ensure clients have access to the right success Activities; onboarding programs, training, services, support, events etc..
Hold regular and effective communication with the client via email, phone, social media etc.
Defend the client base from competition, demonstrate effective use of heat maps, sales plays, and client health tools.
Maintain client reference-ability and high participation in IBM events (client councils, industry events etc..)
Maintain high productivity by proactively engaging the renewable book of business, addressing potential client sat issues and leveraging resources (e.g. up-line and cross functional management) to help remove roadblocks
Ensure all clients are leveraging all available programs such as : annual upfront billing, auto renew, credit card etc…
Foster collaboration and provide support to the extended IBM sales team to be responsive on SaaS extension questions / issues.
Maintain sales hygiene with accurate and timely forecasting.
Business English fluency - Essential
Client communication confidence
Watson Customer Engagement solutions portfolio understanding
Commitment to Client Success and understanding of SaaS lifecycle
Required Technical and Professional Expertise
At least 2 years experience in Sales or customer facing roles
Readiness to travel 10% or less
Preferred Tech and Prof Experience
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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.