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.
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
• 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
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