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Introduction

As a Brand Partner Specialist – Territory for webMethods and StreamSets, your mission is to collaborate with IBM business partners to sell IBM Technology and Platform solutions (webMethods and StreamSets) into your territory of client accounts. You must be an expert and advocate for your IBM platform’s technology and its associated offerings.

  • You deeply understand and advocate IBM’s Partner Plus program, aligning the right IBM technical, co-marketing, go-to-market tools and resources to drive demand generation, opportunity progression, and/or solution co-creation between IBM Business Partners engaging clients within your territory. 
  • You coordinate across IBM teams (e.g., sales, technical, product, marketing, etc.) and IBM business partners to drive territory planning, demand generation, progression (through technical expertise), and closure by solving our client’s business problems.

 

 

 

Rôle et responsabilités
  • Territory Planning and Partner Management
    • Co-develop territory plans with IBM Business Partners that focus on expanding the IBM install base, cross-selling, and growing strategic / priority offerings that meet sales objectives
    • Engage IBM local country/market sales teams, Ecosystem, product, marketing, and technical teams to accelerate the success of Business Partners in your territory
    •  Engage with squad leader and squad members monthly to identify opportunities to collaborate across IBM Business Partners and mutual clients focusing on cross-selling
    • Assess progress vs plan quarterly with country/market Ecosystem leader, squad leader, and FLMs 
  • Sales Execution and Cross IBM Engagement
    • Plan (as appropriate) local IBM Business Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
    • Increase sales velocity with better Business Partner lead-passing discipline as well as identifying / closing Business Partner skills gaps, capability and capacity
    •  Grow sales margin by expanding IBM Business Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points to enable Partners to develop follow-on sales strategy 
  • Managing Growth
    • Plan (as appropriate) local IBM Business Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
    •  Increase sales velocity with better Business Partner lead-passing discipline as well as identifying / closing Business Partner skills gaps, capability and capacity.
    • Grow sales margin by expanding IBM Business Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points to enable Partners to develop follow-on sales strategy

 

Formation requise
Grade d'associé/Diplôme d'études collégiales
Formation souhaitée
Baccalauréat
Expertise professionnelle et technique requise
  • Depth of skills in assigned IBM Platform with knowledge of IBM Technology solutions in order to support Partner's Sell/Build/Service sales opportunities
  • Leverage Design Thinking, Architecture and Developer principles, and Competitive insights to articulate an IBM point of view (PoV) related to IBM Platform solutions, Sales Plays, and Technology Decision Points to foster confidence in Partners to lead with and promote IBM Platform offerings.
  • Utilize project management, strategic communication, Partner/Client insights, sales tooling (ISC/PRM- Partner Portal reporting), and territory planning to manage Business Partner activities (e.g. sales campaigns, lead pass/progression, enablement, Partner advocacy, and local recruitment strategy with key Value Added Distributors (VADs))
  • Possess a deep understanding of Sell/Build/Service Ecosystem motions, Partner Plus, and co-marketing programs, resources (e.g., Technology Zone, Sales Kits, etc.), and IBM Platform initiatives to motivate Business Partners by connecting IBM Ecosystem point of view (PoV) with Partner’s business objectives and accelerate time to value through 'show vs. tell' approach.
  • Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.
  • Experience developing and presenting clear and concise sales briefings/meetings.
  • Demonstrable success in meeting and exceeding a quota.

 

Expertise professionnelle et technique souhaitée
  • 6+ years of experience selling middleware technologies, cloud architecture, integration platforms.
  • Familiarity with IBM, webMethods and StreamSets products and services.

L'unité commerciale

Logiciels IBM insuffle de l'intelligence dans les opérations commerciales de base — de l'apprentissage machine à l'IA générative — pour aider à rendre les organisations plus réactives, plus productives et plus résilientes. Logiciels IBM aide les clients à mettre l'IA en action dès maintenant pour créer une valeur réelle avec confiance, rapidité et assurance dans les domaines du travail numérique, de l'automatisation informatique, de la modernisation des applications, de la sécurité et de la durabilité. La capacité d'utiliser toutes les données est essentielle à cet égard, car la valeur de l'IA dépend de la valeur des données qui l'alimentent. Dans la plupart des organisations, les données sont réparties sur plusieurs nuages, sur site, dans des centres de données privés et à la périphérie. La plateforme d'IA et de données d'IBM permet de faire évoluer et d'accélérer l'impact de l'IA avec des données fiables, et fournit des capacités de pointe pour former, ajuster et déployer l'IA dans l'ensemble d'une entreprise. La plateforme infonuagique hybride d'IBM est l'une des approches les plus complètes et les plus cohérentes en matière de développement, de sécurité et d'exploitation dans des environnements hybrides, ce qui constitue une base flexible pour tirer parti des données, où qu'elles se trouvent, afin de bien ancrer l'IA au sein d'une entreprise.

VOTRE VIE CHEZ 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?

À propos d'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. 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.

Autres détails pertinents sur le poste

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