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Introduction

The IBM 'Ecosystem' includes thousands of partners who Build on, Sell, or provides Services for IBM technologies. As a Technology Partner Specialist-sell your mission is to cultivate trusted advisor relationships and orchestrate joint strategic planning at the Distributor firm level to drive overall IBM revenue growth, wallet share expansion, and technical enablement planning. You co-create business growth plans and gain C-Level support for joint growth initiatives, as well as bring IBM capabilities and resource together to accelerate your Distributor's  go-to-market success with IBM Technology offerings. As an expert in IBM's Technology offerings and Brand solutions with depth of skills in one or more of IBM's Brands, you support Partners across Ecosystem Sell / Build / Service Motion sales opportunities.

 

 

Your role and responsibilities

Account Planning & Stakeholder Management

• Develop Distributor strategy to identify strategic growth areas, revenue objectives, milestones to establish objectives and measures of success with Distributor(s) including required skills development and Distributor go-to-market enablement

• Co-create business development plans with Distributor(s) gaining C-Level support (IBM / Distributor), aligned to growth initiatives, and driven by Custom Growth Initiatives (CGIs)

• Activate Distributor(s) business development plans by engaging local IBM country/market sales teams and aligning with local sellers within the Distributor firm

Sales Execution & Cross IBM Engagement

• Establishes a joint quarterly opportunity roadmap and progression management system to address Client challenges, connect Distributor and IBM sellers, and progress passed leads from IBM BSS and Digital sellers

• Connects Distributor and IBM sellers in city/country/markets serviced by the Distributor to facilitate local execution of prospecting and lead passing

• Engages directly with Distributors and Clients in support of high value engagements and opportunities

• Proactively augments Distributor and Client engagements with IBM’s breadth of technical capabilities to co-create solutions (e.g., Build Lab, Customer Success Managers, Technical Sellers, Marketing support)

• Leverage IBM programs to sponsor demand generation, prospecting, or solution co-creation (e.g., Co-Marketing, Cloud Engagement Funds, etc.)

 Trusted Advisor

• Ability to connect and communicate with Distributor at all levels of the organization

• Develops C-Level relationships at Distributor firm to influence Distributor's go-to-market strategies

Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
  • Ability to co-sell with Partners in front of Clients using hands-on "show vs tell" techniques
  • Influence Client's & Partner's Technology Decisions in favor of IBM Solutions
  • Leverage Architecture/Developer principles and Competitive insights to articulate an IBM Technology PoV to convince Partners to promote and lead with IBM Solutions
  • Possess a deep understanding of Sell/Build/Service Ecosystem motions, resources and Brand initiatives.
  • Experience with Design Thinking methodology
  • Prior channel partner Technical Sales experience
  • Experience successfully engaging with clients to identify, progress and win technology sales opportunities
  • Experience working in cross-functional teams and a matrix management organization

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.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status. The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with different abilities to apply.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.