IBM

Introduction

At IBM, work is more than a job – it’s a calling: To detect. To protect. To contain. To collaborate. To prevent. To outthink threats. Not just to do something better, but to attempt what some would consider

impossible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, let’s talk.

Your Role and Responsibilities

Role and Responsibilities :

• Candidate should be comfortable with C suite executives, and leading IBMers through collaborative influence and sales leadership.
• Lead and guide the sellers to co-create business growth plans with partners gaining C-Level support of joint growth initiatives leveraging IBM Sales Play and relevant partner programs
• Owns and manages the relationship with partners; assigned to specific partner or group of partners.
• Responsible for achieving partner revenue targets.
• Manages pipeline development and progression of deals for aligned partners.
• Coordinates ecosystem team across technical, sales, partner growth, etc to deliver superior value and services to partners.
• Advocates for partners within IBM (connects partners to key resources across IBM, BUs and sellers).
• Drives sell-to and sell-through revenue across IBM software brands
• Works to drive joint GTM with partners and helps progress deals.
• Grows IBM capabilities within partner on IBM’s technology and business agenda (eg. Hybrid Cloud & AI)
• Drive joint initiatives managed via QBRs, Custom Growth Initiatives (CGI) and Cloud Engagement Fund (CEF)
• Provides offers, programs and contracting knowledge to partners

Skills and Experience Required:

• Has at least 10+ years of experience in sales role. Preferably Software partner sales experience.
• Demonstrates understanding of the Partner ecosystem and how IBM works with Partners
• Has knowledge of IBM solutions along with strong knowledge of IBM Software
• Sales Experience from any of the areas such as Hybrid cloud, Data & AI, Security, Cloud and Automation.
• Solid experience in enterprise sales roles and/or partner development.
• Ability to sell solutions in a multiproduct environment, On-prem, Hybrid or as-a- Service.
• Proven ability to work with global cross-functional teams and achieve success for customers.
• Balance of strategic and tactical skills.
• Solution selling approach, Business case, ROI etc.
• Demonstrate ability to lead teams and people

Required Technical and Professional Expertise

As above.

Preferred Technical and Professional Expertise

As above.