Introduction
The IBM 'Ecosystem' includes thousands of partners who Build on, Sell, or provides Services for IBM technologies. As an Independent Software Vendor (ISV) Partner Specialist your mission is to engage prospective partners to develop opportunities for them to embed IBM Software into their commercial products or solutions, a key go-to-market aspect of IBM's Ecosystem referred to as Build with IBM.
With an understanding of your prospective partners commercial solutions, go-to-market model, architecture and developer principles, you will create an embedded IBM Software point of view which encourages co-creation. Positioning and closing Embedded Solution Agreements (ESAs) with your partners, you will define business models that meet the needs of your partners, their clients, their market or industry, and IBM.
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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. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped.
Your role and responsibilities
Naturally skilled in sales, business development, and cultivating professional relationships, you will establish trusted advisor relationship with your Build partners.
You will gauge their interest by using interactive discussion techniques, use cases, and success stories that relate IBM's software strategy to their business needs and market demands. You will use this as an opportunity to educate them, to uncover their relevant objectives or technical barriers to achieving their goals, and to identify and qualify additional sales opportunities to embed IBM Software.
We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and your partners are winning, and IBM is thriving. To help ensure this win-win-win outcome, a 'day-in-the life' of this role may include, but not be limited to...
- Constructing Business Cases with Design Thinking: Leveraging design thinking, architecture and developer principles, and competitive insights to build business cases that show partners the value of embedding IBM Software into the products or solutions they sell to their clients.
- Enriching Partner Engagements with IBM's Capabilities: Augmenting partner engagements with IBM's breadth of capabilities to co-create solutions. Engage Partner Technical Specialists and Build Lab engineers to collaborate on compelling minimal viable products (MVPs) that lead to investments in IBM's software or SaaS solutions.
- Effective Management of Partner Activities: Utilizing project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners and prospects.
Required education
Bachelor's Degree
Required technical and professional expertise
- Expertise in Sales Territory Planning: Demonstrate expertise in sales territory planning, attracting and recruiting new partners, and stakeholder management that results in the successful development and delivery of joint business growth plans.
- Excellence in Relationship Building: Excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, through effective listening and candid communication.
- Hands-On Sales Experience: Possess hands-on sales experience with a proven track record of forecasting, exceeding sales quotas and effectively managing partnership relationships.
- Ability to Identify Partner Motivations: Show a provable ability to identify and understand what motivates software partners, finding synergies and co-creating value-adding solutions.
Preferred technical and professional experience
- Experience with IBM Software Products: Possess experience of working with any of IBM's Software products, with a particular emphasis on Watson AI offerings (training across IBM's Software product suite will be provided).
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
All our positions are eligible for people with disabilities PwD or rehabilitated.