Install Base Conflict Resolution Representative

3 months ago

Bengaluru Karnataka, India IBM Full time

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

Come join the Subscription and Annuity (S&A) Organization under Technology Sales The S&A organization’s strategy is to continue to build upon and grow our foundational revenue base by exceeding our targets. We’re doing this by leveraging our worldwide team of highly skilled people, with an emphasis on process and tool consistency. The Install Base Conflict Resolution team reports into the WW S&A organization. Our mission is to help sellers with the bidding process; ensuring we are protecting our stream, and that revenue is added on top of existing Subscription & Support base. We’re on a transformation journey to simplify this process and reduce the time it takes our sellers to complete the bidding process. We work across multiple disciplines, including with Field sellers, S&A reps and Product Managers.

As an Install Base Conflict Resolution Representative, be prepared to perform bid analysis of new license sales across our IBM software portfolio and multiple channels and agreement types. This entails analyzing the output of our bid review automation, following up on failures, and working with the bid submitter to ensure a bid meets program parameters around selling new license. This includes guiding sellers on available options that follow our IBM Subscription and Annuity growth strategy, reinforcing renewals, reach backs & reinstatements following sales play guidance.

Responsibilities also include participating / leading transformational projects such as:

- Tooling or process updates needed to manage S&S conflicts more efficiently.
- Bid Review Automation changes needed to respond to changes in business direction/rules.
- Reporting / causal analysis to identify and drive other changes to improve clock speed.
- Monitoring our Slack channels to help our sellers with questions related to our process and general questions, etc.

Off-shift support may be required (i.e. supporting a different time zone).

Required Technical and Professional Expertise
- Technical Skills:

- Strong knowledge of our IBM Software Quote & Ordering system, Distributed Software Warehouse (DSW) & Fastpass
- Proficient in working with Excel and strong mathematical / finance skills.
- Organizational Skills: Comfortable working in a fast-paced environment, responding to requests with urgency. Strong ability to manage time independently, prioritize tasks and meet deadlines successfully.
- Communication Skills: Active listening and effective communication (both in writing and speech) with a global audience. Strong ability to work well with others in building positive, professional working relationships.
- Problem-solving Skills: Strong ability for critical thinking and problem solving; with a growth-driven mindset, focused on learning and adapting to change.

Preferred Technical and Professional Expertise
- Knowledge of IBM’s Pricing, S&S Renewals, Sales and/or Licensing Metric/Compliance process.

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues kee

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