Introduction
The IBM WW Ecosystem team is seeking an innovative and driven ISV Success Manager (ISM) to join the ISV Build Ecosystem team. The ISM owns the ISV partner co-sell responsibilities to drive ISV and IBM Software growth into enterprise clients. A strong candidate will have software industry knowledge, technology sales experience, and proficiency in managing GTM strategies with ecosystem partners. The candidate should also be able to look at client business challenges to build and convey compelling value propositions (joint use cases), enabling the ISV partner solutions can solve these challenges.
Your Role and Responsibilities
The ISM is responsible for the ISV partner co-sell relationship with IBM and ensures that:
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1. Clients and IBM sales teams understand the value of ISV partners joint solutions and how to engage with them.
2. Owns aligned account's ISV partner co-sell strategy with partner relationship team.
3. ISV partners have knowledge of IBM and Red Hat products to drive net new client business.
4. Support IBM sellers in qualifying opportunities and recommending the right ISV solution to deliver positive outcomes for their clients.
5. ISV partners have thorough understanding of the IBM Partner Plus program and are taking full advantage of the program's benefits.
Required Technical and Professional Expertise
- Technology and/or partner sales experience; with emphasis on Data & AI, Automation, and Security software.
- Proven track record of consistently exceeding sales targets.
- Self-motivated decision maker, taking initiative and recognizing opportunities to create and expand partnerships.
- Personally take responsibility to develop ISV business. Cultivate trusted relationships with CEOs, CIOs/ IT Directors / LOB (line of business) Executives and other Sr Executives. When needed, help progress large/complex deals at assigned focused accounts.
- Ability to manage sales opportunities via CRM across all sales stages.
- Strong selling and opportunity qualifications skills.
- Deep knowledge of IBM Partner Plus program requirements and benefits.
Preferred Technical and Professional Expertise
- Experience in partner sales roles, building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions.
- Ability to manage joint GTM success with ISV partners, including development and tracking of co-sell business activities.
- Minimum 5 years of experience in IT sales, partner development, or channel sales.