IBM Renewals Sales Representative

Four Inc. is seeking a proactive and results-oriented IBM Renewals Sales Representative to support and accelerate the growth of our IBM software portfolio across federal and SLED agencies. The primary duties include supporting the renewal of existing contracts and upselling existing clients through the renewals process to drive new business growth. In this role, you will lead renewal discussions with clients, ensuring clear understanding of entitlements, licensing terms and conditions, and the value of ongoing subscription and support. You will be a critical link between customers, OEMs, and Four Inc.’s partner ecosystem. You’ll work closely with agency stakeholders, partners, and vendors to understand mission needs and align them to IBM’s technology solutions.

Essential Functions:

• Drive end-to-end subscription renewals with clients and partners for all software products across Four Inc.’s portfolio; manage the subscription annuity pipeline and ensure timely, accurate renewals.
• Work closely with Four Inc. account teams, OEM partners, and internal specialists to ensure a consistent strategy for client engagement, negotiations, and renewals.
• Support territory strategy development, contribute to account planning, and maintain visibility into upcoming renewals and expansion opportunities.
• Identify opportunities for winback, modernization, upgrades, and expansion to maximize client value and Four Inc.’s impact.
• Apply Four Inc.’s proven sales methodologies to identify new clients and expand opportunities within the existing base through multiple channels (email, phone, video outreach, and social media).
• Build thought leadership and expand client influence through social selling activities such as video campaigns, content sharing, and other digital engagement.
• Use business and technical acumen to understand federal agency missions, requirements, and environments
• Create and drive renewals sales activities to support overall team goals
• Cultivate and maintain existing customer relationships
• Foster trust and credibility with clients by aligning solutions with their unique objectives and challenges, collaborating with vendors and OEM partners to position IBM solutions effectively
• Respond to RFQs, RFIs, and support proposal efforts in coordination with internal teams
• Maintain accurate and up-to-date records in the CRM system
• Track and report on key metrics including activity volume, pipeline creation, scheduled meetings, and conversions
• Continuously develop market knowledge and stay informed on federal IT trends, budgets, and compliance considerations
• Represent Four Inc. in a professional, mission-focused manner during calls, emails, and meetings
• Other duties as assigned

Qualifications:

• Bachelor's degree in Business, Marketing, Communication, or a related field
• 3+ years of experience in federal sales
• Strong track record of outbound prospecting and pipeline generation
• Prior experience selling or supporting IBM or enterprise software products preferred
• Knowledge of federal procurement methods (e.g., GWACs, BPAs, SEWP, GSA Schedules)
• Knowledge of federal compliance requirements (e.g., FedRAMP, FISMA, CMMC)
• Strong time management and ability to prioritize competing demands
• Ability to work independently and take initiative
• Strong written and verbal communication skills, including excellent presentation skills and persuasive abilities
• Excellent interpersonal and relationship management abilities
• A proactive, self-motivated mindset with a strong desire to continuously learn and grow
• A passion for customer experience and public sector innovation, and for solving problems through technology
• Knowledge of the technology sales lifecycle and a track record of driving client outcomes
• Demonstrated ability to understand customer needs and align technology solutions accordingly
• Familiarity with major federal civilian agencies and their missions
• Knowledge of tools such as ZoomInfo, LinkedIn Sales Navigator, GovWin, or similar
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM tools (e.g. Sugar, Salesforce, Hubspot)
• Comfortable with digital collaboration tools (e.g., Teams, SharePoint, Zoom)
• Ability to gain clearance preferred

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