Introduction
As a Partner Technical Specialist - Territory, your mission is to work with Ecosystem Select Clients and their Partners to identify opportunities, and progress technical sales that results in client success and IBM success. Additionally, you will expand Ecosystem partner skills coverage for your specialty that scales success in your territory, working closely with the PTS-P and your seller. Your understanding of the Ecosystem GTM combined with a territory plan enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success. You will use your technical expertise to deliver POX's on client opportunities while at the same time building the partner's technical capacity measured by BP POX Autonomy.
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Your role and responsibilities
Business Development
• Working with Select Territory Clients and their Partners, influence clients' technology strategy through IBM Brand Solution proposals, technical proofs (POX's) and compelling value propositions
• Win with Ecosystem Partners against competitors by co-developing a superior technical solutions that deliver maximum client business value
• Leverage client opportunities to grow the technical capability of Ecosystem Partner measured by BP POX Autonomy
• Identify technical opportunities in the territory
Progression & Deployment
• Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions
• Collaborate with other IBM Sales roles including CE, PTS-P, teams and Ecosystem Partners on client opportunities which leverage your expert Brand Solution expertise
• Advocate the architectures that demonstrate the business value of IBM Technology
• Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients while developing partner technical capacity
Managing Growth
• Evangelize IBM's Hybrid Cloud and Technology Strategy and Portfolio with your clients and partners to increase adoption of IBM Technology
• Seek cross-brand selling through team account planning to maximize the penetration of IBM Solutions broadly across your territory
• Engage with partners to use reference selling, competitive positioning and early sales cycle proofs to capture and grow solution opportunities
• Proactively engage with the other Ecosystem roles to grow the technical capability of Ecosystem Partners in your brand specialty in order to scale the IBM business in your territory
Required education
Bachelor's Degree
Required technical and professional expertise
- Experience with IBM Technology solutions, IBM Hybrid Cloud strategy and a deep level of technical skills in the assigned brand specialty products.
- Experiential selling including co-creation and hands-on technical sales methods such as POX's for both client and partner
- Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.
- Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
- Experience of working in cross-functional teams, with Ecosystem Partners and a matrix management organization.
- Build deep understanding and expertise of Ecosystem programs, Technology Sales roles, enablement offerings, tools and teams.
- Demonstrate Entrepreneurial Territory Leadership.
- Build deep brand expertise to assist partners to deliver PoX (Custom Demo, PoC, MVP, etc.) to progress opportunities.
- Technical Skills: Observability, Performance Monitoring, Resource Management automation, AIOps, Application Lifecycle Management, FinOps tools & technologies (Cost management)
What are your Objectives and Key Results(OKRs)?
+ Revenue Results of their territory
+ Revenue Results of their territory
+ Meet the Technical Sales KPI's (eg POX, BP POX Autonomy, L4 badge, TAP plan completion)
+ Territory Pipeline building
+ BP POX and POX Opportunity Coverage
+ Enablement at point of opportunity
+ Skilled at territory management measured by a TAP plan and brand specialty
+ Skilled at the Segment/Sub-brand level as well as overall brand
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.
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