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Introduction

This position serves as the lead for top partner and distributor marketing engagements, campaigns and programs as supported and aligned for prioritized IBM Automation offerings. Partners are a critical element to growth for IBM's Hybrid and AI strategy, and this leader will become versed in IBM’s Solutions and help our ecosystem partners differentiate IBM from competitors. 

As the face of IBM Marketing to Business Partners (BP) – the Program Leader will work with: IBM Demand, Field Marketing and Channel Sales to align Partner go-to-market strategies and bring the voice of the partner back into IBM and will be responsible for meeting our Ecosystem Business and Partner Marketing targets by Partner/VAD and leading the design and execution of best-in-class marketing campaigns and programs through our BPs to meet those targets. 

This leader will also gain intimate understanding of the mechanics of IBM's Partner Plus Program, designed to drive, accelerate and reward growth in IBM’s Select Territory. 

Your role and responsibilities
  • Know The Partners and the markets they serve: Understand the needs and motivations for the partners, distributors, clients and market. Engage with Partners and Channel Sellers to drive demand for IBM Solutions, grow IBM mindshare within the Partner firm and bring the feedback from the ecosystem back to IBM.
  • Know The IBM Solutions: All Ecosystem Marketers must know the IBM products and solutions aligned to their coverage area in order to drive a GTM strategy with the Ecosystem. This means understanding all the IBM Sales Plays, a deeper understanding of the relevant Technology Plays, Technology Decision Points and IBM GTM campaign strategy.
  • Understand software attach and migration strategy to pivot and/or expand hardware partners to priority offerings
  • Market with Partners and VADs: The BPOI Program Leader is expected to collaborate with Channel Sales, IBM Demand and Field marketing teams to influence marketing investments and land the demand gen marketing tactics with business partners to drive business results, leveraging Co-Marketing funding and IBM Marketing platforms and resources (i.e. My DM)
  • Market to Partners through VADs: Create end-to-end campaigns to both attract new highly skilled business partners and accelerate the activation BPs to generating revenue through best in class demand campaigns aligned to IBM strategy.
  • Elevate and Integrate Partners into IBM demand generation strategy and activities. 
  • Develop quarterly plans that deliver YTY growth (volume and revenue) in Business Partner Opportunity Identification through Co-Marketing, BP led campaigns and VAD programs acquiring/activating net new business partners.
  • Co-Marketing subject matter expert to educate and advise the Partners on the rules, best practices, and requirements of the IBM Co-Marketing programs. 
  • Deliver on the Ecosystem Business and Marketing pipeline and revenue objectives both annually and quarterly - including reviews to executive worldwide and geo stakeholders.
  • Collaborating across ecosystem and other organizations, effectively representing the Partner Marketing organization across all levels of partner and IBM executives.
  • Manages global growth, scaling what’s working, doubling down where growth exists, and experimenting with new concepts where growth is slow.
  • Collaborates with the product marketing and content teams to build compelling positioning and tools to aid partners in consuming and marketing the technologies.

 

Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
  • Experience in Marketing
  • Experience with Business Partners or working with 3rd parties
  • Experience using various tools and data analytics programs to monitor and measure activities (e.g., CMC, Tableau dashboards, PPS data, GPM)
  • Experience managing a marketing budget
  • Experience in Demand Gen Program Management
  • Experience managing process controls 

 

Preferred technical and professional experience
  • B2B partner marketing experience that understands partners, and the varying levels of marketing skills and resources they can deploy
  • Experience in campaign design and delivery to recruit partners or clients
  • Experience operating or leveraging agentic workflow

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 500 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
  • Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. 

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 15 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.