Software Client Value Acceleration Rep

IBM

IBM

Markham, ON, Canada

Posted on May 12, 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 a Licensing Specialist, you will lead client software license reporting and utilize strong executive-level selling skills to engage clients and resolve software licensing exposures. Your focus will be on preserving and protecting IBM's intellectual property while ensuring client satisfaction.

Your primary responsibilities will include:

• Lead Client License Reporting: Manage the process, including negotiations and resolutions, to ensure compliance with IBM's software licensing terms and conditions.

• Engage Clients and Resolve Exposures: Utilize executive-level selling skills to engage clients, explain complex deal constructs, and articulate the value of solution components to resolve software licensing exposures.

• Manage Partner Relationships: Oversee the engagement of partners with clients, ensuring effective communication and collaboration.

• Negotiate Deal Structures: Lead pricing, negotiation, and legal contracts to create mutually beneficial deal structures that meet client needs while protecting IBM's interests. • Explain Licensing Terms and Conditions: Clearly articulate IBM's licensing terms and conditions to clients, ensuring understanding and compliance.

Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise

• Software License Experience: Exposure to managing software license reporting, including negotiations and resolutions, to ensure compliance with licensing terms and conditions.

• Executive-Level Selling Skills: Experience working with executive-level selling skills to engage clients, explain complex deal constructs, and articulate the value of solution components.

• Partner Relationship Management: Exposure to managing partner relationships, including overseeing engagement with clients and ensuring effective communication and collaboration.

• Contract Negotiation Experience: Experience working with pricing, negotiation, and legal contracts to create mutually beneficial deal structures.

• Licensing Terms and Conditions Knowledge: Exposure to explaining complex licensing terms and conditions to clients, ensuring understanding and compliance.

Preferred technical and professional experience

• Executive-Level Communication Skills: Exposure to communicating complex deal constructs and articulating the value of solution components to executive-level clients, facilitating effective engagement and resolution of software licensing exposures.

• Software Licensing Knowledge: Experience working with software licensing terms and conditions, including explaining complex constructs to clients and ensuring understanding and compliance.

• Contract Negotiation Strategies: Exposure to developing mutually beneficial deal structures through pricing, negotiation, and legal contracts, meeting client needs while protecting IBM's interests.

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.

This is a sales position which is currently eligible for participation in an IBM sales incentive plan. The IBM Reference Salary range is used to calculate your benefit entitlements and is your compensation when you are not actively participating in a sales incentive plan. Your total anual cash compensation opportunity in this position will be comprised of an adjusted reduced based salary and a targeted incentive opportunity under an IBM sales incentive plan. Your ultimate Reference Salary within this range may vary depending on your job-related skills and sales experience for this position. Your actual compensation in this position may vary depending on your incentive plan, quota and performance in this position.

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