About the job
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Partner), your mission is to engage the right technical, co-marketing, and go-to-market enablement resources, which support your assigned partners to drive prospecting, opportunity identification, and solution co-creation for their clients.
You'll grow revenue in your assigned Brand portfolio by increasing partner 'Sell' activities and overall go-to-market sales execution across all IBM territories covered by your partners. Assigned to 'Sell' partners by brand, you'll influence their sales, technical, and practice leads to increase adoption and co-create on their clients' solutions with IBM brand offerings over competitive alternatives.
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.
Your Role and Responsibilities
With 1st class skills in developing and cultivating professional relationships, you'll establish trusted advisor status with your assigned 'Sell' partners. You'll develop partner plans for assigned key partners, which identify strategic growth areas, revenue objectives, enablement goals, and define key milestones to measure success.
A natural collaborator and networker, you'll be the lynchpin between partner engagements and IBM's breadth of capabilities (e.g., Hybrid Cloud Build Team, Technical Sellers, Expert Labs, Marketing) as you experientially co-create on demos and prototypes that compel clients to invest in IBM's products, services, and people.
We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, your partners are winning, and your clients are thriving. To help ensure this win-win-win outcome, a 'day-in-the life' of this role may include, but not be limited to…
- Engaging local country /market sales teams, Digital Sales teams, Marketing, and technical teams to activate joint go-to-market plans of high-value engagements and opportunities.
- Activating partner capabilities and capacity by executing skills enablement plans, co-marketing strategies, and leveraging promotions and incentives at the partner firm and seller level.
- Collaborating with others to deliver results, meaningfully contributing to immediate and 3rd party teams whilst prioritizing group needs over individual ones.
- Negotiating to successfully obtain commitment to solutions, while maintaining integrity and relationships with internal team, external partners, and clients.
Required Technical and Professional Expertise
Expertise in building and going to market with Automation brand sales offerings that drive strong, two-way, revenue-generating collaborations.
A proven, successful history of co-selling with partners in front of their clients.
Demonstrable success of communication and personal relationship development at all levels across colleagues, partners, and clients.
Experience in driving sales plays, promos, incentives to channel partners.
Experience in driving opportunity identification through partners
A track record of consistently achieving targets with and through others - demonstrating high performance, whilst challenging self and others to consistently deliver results.
Preferred Technical And Professional Expertise
Strong understanding of IBM's Automation product suite.
Understanding IBM's competitive differentiations in addition to our competition's place in the market.
About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists, and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets, and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
