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Introduction

Company Overview: International Business Machines (IBM) is a leading technology company that specializes in making the world work better.  We aim to have a positive impact globally, and in the communities where we operate, through business ethics, environmental commitment and responsible technology.  We have over 300,000 employees across 170+ countries as well as over 2,000 business in our Partner Plus program.  We have over 660+ products tailored to meet client needs and 19 research facilities spread across 12 laboratories on 6 continents.  Through our Consulting practice, we work with IBM experts to design, build and future-proof businesses, leveraging our Software to modernize, predict, automate and secure with AI and hybrid cloud solutions and Hardware to modernize across applications, servers and storage to integrate with hybrid cloud and AI.

Your role and responsibilities

The Technology Lifecycle Services (TLS) business is within our Hardware business and is responsible for support and services across the Integrated Datacentre, encompassing support for all IBM’s manufactured (Logo) infrastructure as well as multi-vendor support (MVS) services across other companies’ technologies of compute, storage, networking, security and software residing in Data Centres.  Within sales, our TLS Ecosystem Specialist role resides within the Renewals & Expansion (R&E) team and carries overall channel responsibilities for TLS.  

Position Summary & Responsibilities:

Overall responsibility for the TLS BP Channel (market) while supporting Geo and WW TLS BP Channel leaders Gives business direction to / manages a team of TLS Channel Sales Specialists within Value-added Distributors (VADs) and Business Partners (BPs)

Responsible to drive and achieve billed and booked revenue targets for TLS BP Channel in assigned Market Identify & Validate Opportunity (MAP): Identify and Validate Front Line View of Future Opportunity, by VAD or Partner

Manage Sales Based on Functional Business Plans (e.g. Renewals, Warranty Exits, Expansion and New opportunity) Implement Account/Territory Planning: Maintain Coverage Map for Geographic Territory or Partner Territory

Execute Brand or Channel Sales Plays, Incentives, Programs, Promos Manage Route-To-Market (RTM) for maintaining channel consistency and RTM shift when necessary

Execute and manage the Channel component of annual TLS Business Plan cycle Holds regular interlocks with the key stakeholders externally

Manage “Sell-Thru” transactions (e.g. VADs and BPs) and “Sell-To” transactions (e.g. System Integrators) Manage Client Satisfaction: Ensure Client Transaction Satisfaction and VAD / BP Channel Satisfaction

Analyzes, monitors and tracks results to show Channel performance in the Market (and is responsible to approve VAD bi-annual business plans for TLS VADs) Monitors trends in the market, feeds back to the GEO and supports the development of additional Channel ready TLS offerings

Manage Sales Process Execution (cadence): Run Cadence; Shift Cadence to Coaching; Help Coach & Train Resources Support channel relationships on TLS control posture (e.g. enablement, annual integrity re-certification, compliance to policies and process, audit)

Manage Sales Commitments and Performance: Develop and Execute Yield/Win Plans for Channel Territory Manage Overall IBM Partner Relationship: Address Underperforming VADs and Business Partners 

Build Transaction Roadmap for Territory, Perform Gap to Plan Analysis & Actions for Distributor or Partner Reports to and receives functional guidance from Geo TLS Ecosystem Sales Leader, and teams with in-market sales teams

Drive Diagnosis Feedback on Brand or Channel Plays Works with TLS Leaders and other Brand Leaders to exploit opportunities in market

 

Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise

• Excellent skills in written and spoken Korean language, as well as influencing skills

• Good skills in written and spoken English language, as well as influencing skills

• Excellent interpersonal skills, with ability to work collaboratively and independently 

• Good knowledge of TLS (Service Products) or Excellent knowledge in channel management 

• Solid track record in relationship and business management, developing and maximizing new business and marketing strategies

• Ability to execute all phases of the sales cycle, from Opportunity Identification to close

• Ability to perform data analytics and analysis

• Ability to handle multiple tasks concurrently and meet deadlines

• Ability to deal with ambiguity and conflict resolution

• Strong focus on execution

 

Preferred technical and professional experience

Nice-to-Haves:

• 3+ years of direct sales, business development or channel sales experience

• Experience as a People Manager, preferably as Sales Manager

• Experience working with Executive level

• Post-graduate qualification

• Experience with process improvement

 

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.


OTHER RELEVANT JOB DETAILS

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