Accéder directement au contenu
Introduction

As an Embedded Solution Agreement (ESA) Dealmaker within IBM’s Ecosystem Technology Sales organization, you lead embedded sales for Independent Software Vendors (ISVs) as part of the Americas Top Team, with a primary focus on the West and Midwest territories.

Rôle et responsabilités

As an Embedded Solution Agreement (ESA) Dealmaker within IBM’s Ecosystem Technology Sales organization, you lead embedded sales for Independent Software Vendors (ISVs) as part of the Americas Top Team, with a primary focus on the West and Midwest territories. In this role, you are responsible for creating embedded technology partnerships that drive incremental revenue and long-term strategic value. Acting as a trusted advisor to ISVs, you align IBM technology with their product roadmaps, commercial offerings, and go-to-market strategies. Your success hinges on your ability to identify mutual growth opportunities and close high-impact, strategic deals. This role is suited for a seller who thrives in fast-paced, consultative environments—someone who can shift seamlessly between strategic discussions with C-level stakeholders and hands-on prospecting. Whether helping an ISV scale a commercial SaaS offering or enabling an OEM to expand globally, you will play a pivotal role in driving embedded revenue and expanding IBM’s ecosystem presence. Your Role and Responsibilities
In this role, you will:

·         Identify, engage, and close embedded software partnerships with ISVs, OEMs, and technology providers across a range of industries.

·         Build and maintain a pipeline of strategic ESA opportunities through a combination of outbound prospecting and inbound interest.

·         Collaborate with ISV product teams to align IBM’s software capabilities to their technology roadmaps and commercialization strategies.

·         Drive, structure, and negotiate ESA contract terms, including licensing models, usage metrics, revenue-sharing, and compliance frameworks, in collaboration with legal and business stakeholders.

·         Partner closely with technical sellers, client engineering, and product teams to co-create compelling solutions for ISVs embedding IBM technology.

·         Act as the strategic quarterback on ESA deals from discovery through legal negotiation and onboarding.

·         Evangelize IBM’s embeddable technology portfolio (e.g., watsonx, Data & AI, Automation, Security, Infrastructure Software) within the broader ISV community.

Formation requise
Baccalauréat
Formation souhaitée
Aucun
Expertise professionnelle et technique requise

Required Technical and Professional Expertise

·         5+ years of sales experience in software or technology, with exposure to both velocity and enterprise motions.

·         Proven ability to prospect, build pipeline, and close strategic B2B deals.

·         Strong understanding of embedded software models, OEM, or ISV sales cycles.

·         Experience negotiating complex commercial agreements involving IP and product integration.

·         Comfort engaging with VP and C-level stakeholders across product, engineering, and business development functions.

·         Ability to operate independently while collaborating across technical, legal, and product teams.

·         Track record of exceeding quota in a consultative or strategic sales role.

 

Expertise professionnelle et technique souhaitée

Preferred Technical and Professional Experience

·         Experience working with embedded software, OEM agreements, or commercial SaaS monetization.

·         Familiarity with IBM’s software portfolio (Data & AI, watsonx, Automation, Hybrid Cloud, Security).

·         Experience working with product-led or co-sell go-to-market motions.

·         Understanding of partner ecosystems, build-with strategies, and platform business models.

Preferred Location

·         Bay Area, CA or Dallas, TX

L'unité commerciale

Alimentée par les technologies cognitives, plus de 150 offres SaaS, et des aperçus en temps réel, l'équipe des marchés mondiaux offre une expertise intégrée afin d'aider nos clients à prendre de meilleures décisions et à innover tout en collaborant avec leurs clients, partenaires et fournisseurs. Rejoignez-nous afin de continuer à stimuler l'innovation avec le portefeuille le plus complet pour les entreprises de tous les secteurs d'activité.

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 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.

Autres détails pertinents sur le poste

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), 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


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 21 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.