Introduction
As an ISV Partner Specialist (IPS) your mission is to engage prospective Build Partners and ISVs, developing opportunities to co-create and embed IBM Software into a Partner's commercial solution offerings. You understand the Partners solution and GTM strategy and develop an IBM Software point of view which encourages the Partner to embed IBM Software into their solution. With a focus on the full lifecycle of Build with IBM activities, you create opportunities to close Embedded Solution Agreements with Build Partners and define a business model which meets the needs of the Partner and IBM. Once established, you'll introduce the Partner to IBM's go-to-market benefit program to accelerate GTM, generating new revenue sources for IBM and the Build Partner's solution.
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Your role and responsibilities
- Partner revenue - Cross SW IPS (all software channels with significant e/AI element) & e/AI Only IPS (Trans, SaaS, & Signings Revenue for e/AI only)
- # of revenue contributing Partners to measure Partner capacity, skills and GTM execution
- Number of new Partner solutions with embedded IBM Technology
- Revenue driven through expansion opportunities for IBM software and AI with existing Build Partners
- Skilled at the highest level of Data & AI discipline and embeddable offerings
Sales Execution
- Establishing trusted advisor relationship with Build Partners and clear understanding of their solution or offering roadmap
- Cross SW IPS will be responsible for growing existing Build Coverage Accounts in their territory through ESA Renewal, e/AI attachment, and internal use software technology sales
- E/AI Only IPS will prospect and quality new ISVs within their territory recruiting them to become a Build Partner
- Develop technical understanding of IBM software and AI including the ability to demo key capabilities and highlight IBM differentiation during customer discovery
- Develop strong value proposition and viable business cases to support embed opportunities and drive ESA deal closure
Cross IBM Engagement
- Continuously expand essential business, industry, technology, architecture, and competitive knowledge in IBM software and AI technologies
- Augment partner engagements with IBM's breadth of sales support skills to establish and progress embed opportunities (e.g., leverage Dealmakers, ESA Sales Leaders, Partner Technical Specialists, Build Lab, and Marketing), to create and advocate IBM's POV and to develop POTs and an MVP
- Coordinate with PTS to design commercially and technically viable solutions for Build Partners
- Coordinate with Dealmakers and executives to structure a winning deal for Partner & IBM solution co-creation
- Advocate GTM benefits for your Build Partners solution by leveraging IBM's Partner Benefits to co-sell and promotion solutions.
Deal Structuring
- Develop an understanding of ESA contract structure and key terms and conditions to guide Build partners around financial, legal, and operational aspects of the agreement.
- Create compelling proposals highlighting the overall partnership aspiration, recommended solution and expected outcomes for the client, roadmap and execution steps.
- Leverage funding programs and investments to help drive the execution of you embed deals
- Exhibit entrepreneurial mindset to collaborate across Brands and Research, to position IBM software and AI as a preferred technology partner.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Depth of experiential skills in IBM Software to support Partner's Build sales opportunities
- Leverage Design Thinking, Architecture, Developer Principles, and Competitive Insights to effectively articulate an IBM PoV related to IBM Software solutions, IBM Plays, and Technology Decision Points and convince Partners to embed IBM technology into their solutions
- Utilize project management, strategic communication, Partner insights, sales tooling (ISC/PRM), and territory planning to manage Partner and Ecosystem activities (e.g. sales campaigns, lead pass/progression, enablement, Partner advocacy, and local recruitment)
- Possess a deep understanding of Build Ecosystem Partner Plus benefits, co-marketing programs, resources (e.g., TechZone, Build Lab, ICC, Expert Labs, etc.), to demonstrate Partners time to value through 'show vs. tell' approach
Preferred technical and professional experience
NA
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
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