Sales & Expansion Specialist - Finance Market

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society.

With world‑class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

As a Sales Specialist, you will be responsible for selling IBM offerings directly to customers. You will maintain in‑depth skills in specialty offerings and be assigned to opportunities or territories where you possess the sales and technical expertise required. Your primary responsibilities will include:

• Territory management of assigned accounts. Responsibilities include responding to inbound client requests and contacting clients proactively to sell more services. Smith needs to be familiar with TLS offerings and selling solutions across the portfolio, including sales of logo services, renewals, net new offerings, and sales of non‑IBM/multi‑vendor support (MVS) renewals and net new offerings.
• Required use of IBM Sales Cloud (ISC) to update and progress sales records. Candidate must produce good sales record hygiene and utilize ISC to include comments that reflect client status, action items, sales stage, and steps left to win the opportunity. Records must reflect an accurate financial view of the opportunity, including current quarter and next quarter revenue projections. Candidate must review records with management weekly or as needed.
• Be able to talk with clients about a wide range of solutions, identify and solve client problems, and build relationships with clients to further business with IBM TLS. Display excellent oral, written, and face‑to‑face communication skills.
• Team with colleagues across the TLS organization, including service delivery, pricing, quote‑to‑cash teams, Brand Specialist, Systems, Business Partners, and other IBM sales colleagues to help progress opportunities. Maintain an 80% or higher renewal rate.
• Proficient with tools such as Conga, IBM Sales Cloud, Microsoft Office products (Word, Excel, PowerPoint), Outlook, Work Flow Connect, Access Hub, EPM, IERP, SAP, Pursuit Profiler, Revenue Storm, QUIP, Territory Planning, Upsell Discount and Optimization tool/process, and other tools required for job performance.
• Conduct all phases of the sales cycle, leveraging sales and technical expertise to close sales and win customer satisfaction.

• Proficient with tools such as Conga, IBM Sales Cloud, Microsoft Office products (Word, Excel, PowerPoint), Outlook, Work Flow Connect, Access Hub, IERP, EPM, SAP, Pursuit Profiler, Revenue Storm, QUIP, Territory Planning, Upsell Discount and Optimization tool/process, and other tools required for job performance.
• Excellent oral, written, and face‑to‑face communication skills.
• Build relationships with clients to further business with IBM TLS.
• Specialty offering expertise: in‑depth skills in hardware, software, services, and industry solutions to effectively sell and support IBM offerings.
• Sales cycle management: experienced in conducting all phases of the sales cycle to close sales and win customer satisfaction.
• Technical sales expertise: identify and pursue new sales opportunities and expand existing relationships.
• Territory and opportunity management: manage assigned opportunities and territories, ensuring effective sales coverage and customer engagement.

• Excellent oral, written, and face‑to‑face communication skills.
• Talk with clients face to face and virtually about a wide range of solutions, identify and solve client problems.
• Build…