About
The company EMEA Enterprise Sales team is looking for an experienced sales professional to lead co-selling motions with IBM. In this role, you will lead the overall go-to-market and sales strategy, delivery, and performance of the company's co-selling efforts with IBM, within your assigned market/territory in the Enterprise segment. Your strategic priority will be to establish the company as the open, hybrid cloud platform upon which IBM takes its products and services to market and to facilitate a vibrant co-selling, go-to-market relationship between the company and IBM.
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Responsibilities
- Drive engagement and a healthy pipeline across select IBM Markets to translate into incremental revenue for the company's products and services.
- Develop and evolve the Geo’s company/IBM strategy for business development in support of key programs and initiatives.
- Collaborate with the company's Global Enterprise leadership team to understand joint IBM/RHT sales plays and develop in-Geo initiatives to execute upon those plays.
- Monitor progress using globally defined success metrics and report performance to leadership.
- Provide feedback to Tech Sales, the Global Enterprise leadership team, and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption.
- Partner with the company and IBM Operations to operationalize initiatives, including lead passing, joint opportunity ownership, deal registration, accuracy and tracking of incentives, and analytics.
- Ensure ownership by leaders and sales teams in both organizations and drive a regular cadence that provides transparency on progress and needs.
- Map the company's coverage model to IBM coverage needs.
- In partnership with Field & Partner Learning, ensure Geo’s sales teams are enabled, run the correct sales plays, and drive the sales motions required to achieve the company's sales goals via co-branded solution delivery.
- Conduct robust account planning, account strategy sessions, and customer briefings with clearly identified action items around co-selling within selected accounts.
- Lead key executive touchpoints in IBM and the company to provide keen insights and recommendations to continually improve upon mutual efforts.
- Mobilize and lead cross-functional resources across the company / IBM to support customer engagements.
- Serve as a key escalation point, as needed, to ensure field success.
- Build awareness across both IBM and the company regarding key plays, incentives, and customer wins.
- Speak at internal and external events to evangelize the company/IBM value propositions and positioning.
- Track and report out on pipeline, wins, revenue, and other KPIs.
Requirements
- 12+ years of sales leadership experience selling complex software or service infrastructure solutions to Enterprise organizations.
- Broad company portfolio knowledge in addition to a solid understanding of IBM’s portfolio and go-to-market structure.
- Ability to articulate the value of the company's solutions, differentiation, and partnership opportunities to sales counterparts.
- Demonstrated experience in building and leading high-performing, geographically-dispersed teams in a matrixed environment.
- Proven partner relationship management skills, including building and managing partner-led sales initiatives.
- Successful track record in delivering against sales expectations and targets.
- Strong operational aptitude to analyze performance and align resources and action plans for success.
- Excellent verbal and written communication skills.
- Technical or business degree required; MBA is preferred.
Work Conditions
The company's associates work flexibly across work environments, from in-office to fully remote, depending on the requirements of their role.
