IBM Data Platform Sales role means accelerating enterprises' success by improving their ability to understand their data. It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT. It means helping enterprises to put AI to work at scale and enterprise production level. And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world. And all of that with and through IBM business partners and 'IBM Ecosystem'.
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 our clients to invest in IBM's products and services.
Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your assigned territory of client with IBM Ecosystem. 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:
Maintain Client Relationships and Showcase IBM's Tech Value for given Client Territory: Actively maintain and nurture client relationships while effectively highlighting the value of IBM's technology solutions, generating sales pipeline together with IBM Ecosystem.
Utilize Solution-Selling Skills: Apply solution-selling techniques to engage with decision-makers, assess and qualify opportunities, and establish enduring partnerships closely co-working with IBM Ecosystem.
Support and Oversee the Full Sales Process: Oversee and support overall sales process with IBM Ecosystem, from handling RFI/RFP responses to meeting key performance indicators (KPIs). The focus is on acquiring new business and expanding existing accounts.
Support and Engagement with IBM Ecosystem: Solution co-creation, close collaboration during pre-sales, co-selling. Support for patners to grow skills and competentces for IBM products. Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
Engagement with IBM Teams: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.
Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.
- University degree, technical, IT or business studies.
- Experience in software products or solutions selling, minimum 3 years.
- Knowledge or strong understanding of concepts in key Data&AI areas: data warehouse/lakehouse, data integration, business intelligence, data governance, machine learning, foundational models and generative AI.
- Working experience or knowledge of partner based business model.
- Working experience or knowledge of IBM products in Data&AI area is advantage.