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
The role is to manage the software licensing review opportunities in a defined territory. It is a Specialty Sales job with basic skills characteristics that are similar to those of the Industry Software Sales Specialist.
The primary objectives are to protect IBM’s intellectual property and retain customer satisfaction. To achieve this, Software Licensing (SWLC) works primarily with IBM's intellectual property audit partners, KPMG and Deloitte, to undertake software licence reviews of IBM Software's customers.
The following skills and characteristics should be demonstrable.
Pipeline Management
Discipline to analyse, identify and qualify software licensing review targets within an assigned territory
Project management skills to drive on-time delivery of review activity with audit partners
Maintain a regular stream of review activity to support achievement of financial objectives
Strong team-working to establish credibility with peers in client management and software sales
Ability to communicate with senior/exec management (Industry Execs and Business Unit Director)
Managing a sales cycle to closure in accordance with CVM
Maturity and confidence to build working relationships with senior customer executives in potentially confrontational scenarios/managing conflicts
Structured, fact-based approach – ability to work in details: to closing licensing settlements on a repeatable basis in accordance with CVM and proven experience of signing $1m+ transactions
Leadership of Team IBM to ensure that ownership of the licensing opportunity is retained within the Software Licensing organisation
Negotiation skills to reach a principled settlement
Commercial contracts experience, particularly with software licensing agreements, to enable effective influencing of the client and IBM
Required Technical and Professional Expertise
Knowledge and experience of selling using IBM Software Terms and Conditions including ESSOs.
Broad knowledge of IBM software portfolio and/or detailed knowledge of specific products and their licensing terms.
Broad or deep knowledge of one or more industries would help provide insight and affinity with the client and IBM teams.
Tri-linguality (French - English - Arabic)
About Business Unit
Preferred Technical and Professional Expertise
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our client’s data, no matter where it resides, to respond to changing market dynamics.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
