Subscription Annuity Representative

IBM

IBM

Montreal, QC, Canada

Posted on Apr 23, 2026
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.

Your role and responsibilities

As an IBM Subscription & Annuity Representative, you will be responsible for working with the IBM field seller and/or Ecosystem Partner and CSM to renew distributed software and XaaS subscription and support contracts with IBM Customers while minimizing attrition. You will focus on year-to-year Subscription Annuity growth while identifying new growth and expansion opportunities.

Your primary responsibilities will include:

• Renew Contract Negotiations: Work with IBM's Technology and Brand Sellers, Dealmakers, Customer Success Managers, and customers to ensure timely processing of software renewals and maximize software subscription and support revenue.

• Minimize Attrition: Engage lapsed clients to win back business and minimize attrition through reinstatement, trade-ups, and expansion.

• Identify Growth Opportunities: Identify reinstatement, reach back, Cloud Pak, and other new growth and expansion opportunities to drive year-to-year Subscription Annuity growth.

• Collaborative Planning: Work with IBM's operations, pricing, contracts, and negotiations teams to ensure alignment and effective contract renewal execution.

• Customer Relationship Management: Protect and grow clients' SWG annual spend by building strong relationships with customers and partners.

Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise

English: Fluent

French: Fluent

At least 1 year experience in Software Sales or relevant work experience

Exposure to Sales Operations: Familiarity with managing renewals, identifying growth opportunities, and developing strategies to minimize attrition in a sales environment.

Understanding of Customer Relationship Management: Knowledge of fostering strong relationships with customers to understand their needs and provide tailored solutions.

Experience with Performance Analysis: Exposure to tracking and analyzing key performance metrics to measure success and identify areas for improvement.

Familiarity with Sales Strategy Alignment: Understanding of working closely with internal teams to align sales strategies and ensure seamless execution.

Exposure to Technology Portfolio Management: Familiarity with managing technology portfolios, including identifying new license opportunities and optimizing customer relationships.

Preferred technical and professional experience

Software Renewal Expertise: Exposure to managing software and XaaS subscription and support contracts, with a focus on renewal negotiations and maximizing revenue, is beneficial for this role.

Sales Operations Knowledge: Familiarity with sales processes, including pricing, contracts, and negotiations, in a technology or software sales environment, can be advantageous.

Contract Management Understanding: Understanding of contract management principles, including contract renewal execution and negotiation strategies, can be valuable in this position.

ABOUT BUSINESS UNIT

IBM 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.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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 keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.

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