"The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and partners you'll grow revenue in your assigned portfolio by increasing your partners' 'Sell' activities for your territory.
Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM's breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.
"“IBM 生态系统”包括数千家合作伙伴，他们基于 IBM 的技术和平台进行“构建”、“销售”或“服务”。作为一名品牌合作伙伴专员（区域方向），您的使命是将合适的技术资源、联合市场资源和市场推进赋能资源与您所负责的合作伙伴进行对接，共同推动潜在客户挖掘、商机识别和解决方案共创。
通过在区域规划、需求生成、线索传递和销售执行等方面实现 IBM 数字销售团队与合作伙伴之间的协同，您将通过提升合作伙伴在所辖区域的“销售”活动，推动业务组合的收入增长。
您将直接与合作伙伴及其客户互动，支持高价值商机与项目，结合 IBM 的广泛能力资源，增强合作伙伴与客户的互动体验，使销售活动与产品路线图保持一致，构建支持品牌业务战略的解决方案。
我们为您提供完善的入职培训和行业领先的学习文化，帮助您快速产生积极影响并取得成功。同时，持续的发展机会也将助您实现职业的持续提升。在协作与实践并重的销售团队中，您将与一群聪明且富有合作精神的同事一起工作——大家乐于互相帮助、共同成长。在这个过程中，您将以热情和专业激发合作伙伴在为其客户推荐解决方案时优先选择 IBM 产品与服务。"
You will work together with IBM partners and external system integration providers for selling software solutions by leveraging different approach of cold calling, digital marketing campaigns or any other innovative ways.
Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your assigned 'Sell' partners. You'll develop territory plans that identify strategic growth areas, revenue objectives, enablement goals, and milestones to measure successful delivery of your territory plans.
Your primary responsibilities will include:
• Engagement with IBM Teams: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.
• Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
• Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity.
• Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.
"您将与 IBM 合作伙伴及外部系统集成商密切协作，借助多种方式（如主动电话拓展、数字营销活动或其他创新手段）共同推动软件解决方案的销售落地。
您擅长建立并维护专业的业务关系，将与指定的“销售型”合作伙伴建立值得信赖的顾问关系。您将制定详细的区域业务发展计划，明确战略增长方向、收入目标、赋能任务及关键里程碑，以衡量业务推进成效。
主要工作职责包括：
• 与 IBM 团队的协作对接：与 IBM 本地销售团队、数字销售团队、市场及技术团队紧密合作，加速合作伙伴业务发展；
• 运用生态项目与联合营销资源：有效利用 IBM 的生态合作项目、联合市场推广资源及销售工具，推动联合客户拓展、商机挖掘与解决方案共创；
• 提升销售效率与节奏：通过优化合作伙伴的线索转化流程，识别并弥合其技能、能力和资源方面的差距，提升销售效率和成交速度；
• 达成合作承诺：在维护诚信、信任的基础上，与内部团队、外部合作伙伴和客户达成对解决方案的合作意向，推动业务顺利落地。
• Tech Sales Success: Demonstrated success in technology sales, particularly in acquiring new clients.
• Business Acumen and Communication Skills: Possess strong business acumen and effective communication skills.
• Engaging, Compelling, and Influential Communication: Ability to communicate in an engaging, compelling, and influential manner.
"• 技术型合作伙伴解决方案经验：具备构建并推广与技术合作伙伴共建销售方案的专业能力，能够推动双向协同、共同创收的合作关系；
• 成功的联合销售经验：拥有与合作伙伴共同面对客户开展联合销售的成功实践案例；
• 出色的沟通与关系构建能力：能够在不同层级之间（包括同事、合作伙伴及客户）建立稳固且高效的沟通与信任关系；