Introduction
IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.
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Your role and responsibilities
The Brand Partner Specialist - Territory role is a sub-brand specialized, partner-facing role with responsibility for the success of the partners in their territories. BPS's are deployed across named Partners, Select territories, and Build plans allowing flexibility to address unique coverage requirements while capitalizing on the common responsibilities and skills needed to drive partner success. BPS's deployed against named Partners are sub-Brand specialized and assigned to set of partners (< 10) with responsibility for revenue growth, enablement, and overall go-to-market sales execution across all IBM territories served by the partner. BPS's deployed against Select territories are sub-Brand specialized and also assigned to a Select territory with responsibility for the success of partners across the Select territory. BPS's will sell through local partners to cover Select unnamed account territories, work with peer sub-Brand Sales Specialists and their Select territory FLM to drive the success of local partners and grow the overall Ecosystem. BPS's deployed against Build are cross-Software specialized and can be assigned to a prioritized set of existing Build partners and/or high propensity Build prospects. BPS's are responsible for engaging Build partners, understanding their solutions, creating an IBM Software point of view that creates an environment of favor to embed IBM Software, and connect solutions to IBM's go-to-market. BPS's are responsible for the success of assigned partners as measured by sub-Brand revenue (Software revenue for Build BPS). They need to have a depth of skills in assigned sub-Brand to support partner's Sell / Build / Service sales opportunities. They should utilize project management, strategic communication, Partner/Client insights, sales tooling (ISC/PRM), and territory planning to manage activities with assigned partners (e.g., sales campaigns, lead pass, progression, enablement, advocacy, and local recruitment). They should augment partner engagements with IBM's breadth of capabilities to co-create solutions (e.g., HCBT, Technical Sellers, Expert Labs, Marketing). Focuses on Individual/Team/ Department Operational Objectives.
Environment:
Professional knowledge related to incumbent's department or function.
Communication/Negotiation:
Engaged as an independent professional. Ability to articulate and compare alternatives approaches. Negotiate with specified objectives.
Problem Solving:
Recognize problems related to project objectives. Creativity and judgment applied to professional technical, or operational problems. Independently generates solutions, based on analytical skills & business knowledge. Challenge the validity of given procedures and processes to enhance and improve or develop complementary adjustments /solutions.
Contribution/Leadership:
Works on special projects, or leads small teams, or manages routine technical/ operational activities or departments (national or international). Understands departmental mission and vision. Provides advice in technical/operational domain of specialization. Generally controls own work priorities and methods requiring tradeoffs.
Impact on Business/Scope:
Accountable for individual or team, or department results, and for the impact of the results on functional activities. Participates in overall departmental program planning. May have budgetary responsibility. Contributes by supporting activities that are subject to business measurements, impact customer satisfaction, or impact immediate costs or expenses.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
The Brand Sales Partner Specialist (BSPS) specializing in the Data and AI portfolio focuses on a defined client or partner territory and drives brand sales through business partners. The BSPS delivers differentiated value through IBM's technology portfolio to clients during the pre-sales and customer engagement phase of an opportunity. In order to identify opportunities and co-create and implement best matching client-centric solutions with the partners, the BSPS in this specialty applies broad expertise across the Data and AI portfolio in the offering areas of AI for Customer Service (Watson Assistant, Watson Assistant for Voice Interaction, Watson Discovery, Watson APIs), Automated AI Lifecycle (Watson Studio, Watson Machine Learning, OpenScale), Business Insights (Cognos Analytics and Planning Analytics), Cloud Pak for Data - CP4D (the Cloud Pak for Data Platform, including Data Virtualization, BigSQL, Watson Knowledge Catalog, and Db2 Cartridge), DataOps (Watson Knowledge Catalog, Data Refinery, Virtual Data Pipeline, Advanced Data Preparation, MDM, Regulatory Accelerator, and DataStage Cartridge), Financial Crimes Insights (FCI), Netezza Performance Server, and OEM Offerings (Cloudera, Virtual Data Pipeline - VDP, Advanced Data Prep - ADP, Enterprise DB - EDB, MongoDB, Box).
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.