- Location: Dubai, AE
- Category: Sales
- Employment Type: Full-Time
- Travel Required: Up to 60% or 3 days a week (home on weekends – based on project requirements)
- Contract Type: Regular
- Company: (0143) IBM Middle East FZ-LLC
- Req ID: 702031BR
Introduction
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.
Your Role and Responsibilities
Naturally skilled in developing and cultivating professional relationships, you’ll establish a 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. 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 IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners’ success.
- Leveraging Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
- Increasing sales velocity with improved partner lead-passing discipline, as well as identifying and closing partner skills gaps, capability, and capacity.
- Negotiating to successfully obtain commitment to solutions, while maintaining integrity and relationships with internal teams, external partners, and clients.
Required Technical and Professional Expertise
- Expertise in building and going to market with technology partner sales Security 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.
- 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
- A strong understanding of IBM’s Security product suite (full training on IBM’s technologies will be provided).
- Understanding IBM’s competitive differentiations in addition to our competition’s place in the market (full training on IBM’s Power technologies will be provided).
