Technology Sales Specialist - TLS

Leadingtalent; Markham; On-site; CAD 85,000 - 120,000; Full time

Job summary

IBM is seeking a TLS Sales Specialist for Ontario Education and Broader Public Sector accounts. The role focuses on renewing and winning MVS maintenance contracts, coordinating multi-stakeholder technology support solutions, and expanding TLS opportunities.

You will work with IBM account teams, align with OEMs, and drive opportunities across RFP/RFI processes, while maintaining strong client relationships and knowledge of MVS offerings.

Qualifications

• Professional expertise in contract execution with 2-3 years of experience preferred.
• Understanding of MVS offerings and client-centric mindset in a dynamic environment.
• Technical understanding of MVS OEM equipment, especially end-of-life equipment is preferred.
• Good understanding of sales processes is preferred.
• Ability to problem solve and multi-task.
• Ability to engage with c-level stakeholders.

Responsibilities

• Renew or win back IBM maintenance contracts with focus on MVS opportunities.
• Act as single point of contact for clients in assigned territory (Ontario).
• Assist with team growth plays across alliances and platforms.
• Support RFP/RFI activities and broader TLS sales initiatives.
• Maintain in-depth knowledge of maintenance services for multi-vendor environments.
• Build strong relationships across IBM brands and client buying personas.

Skills

Contract execution

MVS offerings

EOL/EOSL equipment

Sales process understanding

Problem solving

Multi-tasking

C-level relationships

Education

Associate’s Degree/College Diploma

Bachelor’s Degree

Job description

Introduction

At IBM, work is more than a job – it’s a calling: To build, to design, 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.

Responsibilities

The TLS Sales Specialist Role – TLS is responsible for selling IBM Technology Lifecycle Services primarily around Multi-Vendor Services and Labor Based Service (non-IBM logo support) offerings directly to customers. The primary responsibility will be renewing or winning back IBM maintenance contracts with focus on winning MVS business at existing and new clients. Conditions for success include the ability to coordinate, lead and structure smaller technology support solutions and services with multiple stakeholders across IBM, OEM’s, and Clients that deliver outcomes aligned to their business agenda and priorities. Renewals are a key component to protecting our baseline and leverage renewals to expand our TLS business and portfolio with focus on consolidating maintenance services under a single contracting vehicle for our clients.

Act as single point of contact for clients in your assigned territory. As well, you are responsible to assist with the team opportunity growth plays (ie Cisco attach). Lastly, you will take part and be a part of the broader TLS sales team assisting with RFP/RFI, and associated sales type activities to focus on continue growth for the business.

A TLS (Technology Lifecycle Services) Sales Specialist focuses on expanding IBM’s business opportunities and building strategic partnerships with both our clients and our Alliance partners.

• Continuing relationships with current Ontario Education (K12 and Higher Ed) and Broader Public Sector clients along with identifying new client opportunities. This will include negotiating, closing deals, and managing relationships with key stakeholders. You play a pivotal role in driving signings and revenue growth and achieving the TLS’s business objectives.
• The TLS Sales Specialist – Ontario Education (K12 and Higher Ed) and Broader Public Sector is responsible for selling IBM Technology Lifecycle Services primarily around Multi-Vendor Services and Labor Based Service offerings directly to customers. Conditions for success include the ability to coordinate, lead and structure technology support solutions and services with multiple stakeholders across IBM, OEMs, and Clients that deliver outcomes aligned to their business agenda and priorities.
• This role requires an understanding of navigating within the client’s ecosystem including an extensive, established network of relationships and proven track record of consultative solution selling to identify, qualify and advance opportunities.
• As well, you are responsible to assist with the team opportunity growth plays (across Alliances platforms) for business development and opportunity identification. Lastly, you will take part and be a part of the broader TLS sales team assisting with RFP/RFI, and associated sales type activities to focus on continue growth for the business.
• You must maintain in-depth skills in the specialty offerings which include maintenance services on Multi-vendor (MVS) services, hardware maintenance, networking (primarily Cisco and other OEMs), and third-party SW support.
• You are responsible for closing the sale and winning the customer’s satisfaction with the engagement and the offerings.
• You will be required to work directly with all levels of the designated IBM account team, across all brands within IBM, as well as build strong working relationships with all buying personas within the assigned customer base

Required Education

Associate’s Degree/College Diploma

Preferred Education

Bachelor’s Degree

Required Technical and Professional Expertise

• Professional Expertise in contract execution with 2-3 year of experience preferred
• Must understand the MVS offerings, along with a high internal drive, passion and client centric mindset who thrives in a dynamic working environment.
• Technical understanding of the MVS OEM equipment especially EOL, EOSL equipment is preferred, but not necessary
• Good understanding of sales processes is preferred but, not necessary
• Ability to problem solve
• Ability to multi-task
• Ability to build key customer relationship and comfortable to talk to c-level types.

Preferred Technical and Professional Experience

Professional knowledge of function, business unit or country operations. Understand organizational resources, priorities, needs and policies.

Compensation and Incentive Plan

This position includes participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

Additional Preferred Expertise

• A strong understanding of IT Service Management and infrastructure products HW/SW.
• Prior training in IT resale support and understanding is a plus, with a focus on Cisco
• A good understanding of sales processes is preferred.
• Ability to problem solve.
• Ability to multi-task
• Ability to build key customer relationship and comfortable to talk to c-level types.

Equal Opportunity Employer Statement

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.