Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and partners you'll grow revenue in your assigned portfolio by increasing your partners' 'Sell' activities for your territory.
Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM's breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies.
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Excellent onboarding and an industry-leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. As part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.
Your role and responsibilities
Naturally skilled in developing and cultivating professional relationships, you'll establish a trusted advisor relationship with your assigned 'Sell' partners. You'll develop territory plans that identify strategic growth areas, revenue objectives, enablement goals, and milestones to measure successful delivery of your territory plans.
Your primary responsibilities will include:
- Engagement with IBM Teams: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.
- Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
- Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity.
- Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.
Required education
Bachelor's Degree
Preferred education
None
Required technical and professional expertise
- Has at least 5 years of experience in Sales, Technology Sales, and similar role in Automation solutions.
- Proven track record in the following skills:
- Technology Partner Sales Strategy: Leverage deep expertise in IBM's Automation solutions to develop and execute joint go-to-market strategies with technology partners, driving mutual revenue growth.
- Proven Co-Selling Success: Demonstrated history of successfully co-selling IBM Automation offerings alongside partners, delivering value to clients through collaborative engagements.
- Relationship-Driven Sales Execution: Cultivate and strengthen relationships across IBM, partners, and clients to drive business outcomes, ensuring seamless communication and trust at all levels.
- Consistent High Performance: Track record of exceeding sales targets by effectively collaborating with partners, identifying new opportunities, and driving adoption of IBM Automation solutions.
- Market Expansion & Innovation: Drive adoption of IBM Automation by identifying market trends, co-developing innovative solutions with partners, and positioning IBM as a leader in data-driven transformation.
Preferred technical and professional experience
- Deep Product Expertise: Develop a strong understanding of IBM's Automation solutions and broader product suite to effectively position offerings that meet client needs.
- Competitive Market Insight: Leverage knowledge of IBM's competitive differentiators and industry landscape to articulate unique value propositions and drive informed client decisions.
- Solution-Oriented Selling: Translate technical capabilities into business value, helping clients navigate data challenges and maximize outcomes with IBM's Automation.
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 50 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.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.