Brand Partner Specialist – Territory Automation

Job Description

651300BR<p><br></p>Introduction<p><br></p>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.<p><br></p>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.<p><br></p>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.<p><br></p>Your Role and Responsibilities<p><br></p>Naturally skilled in developing and cultivating professional relationships, you’ll establish 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.<p><br></p>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…<p><br></p><ul><li>Engaging IBM local country /market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners’ success. </li><li>Leveraging Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation. </li><li>Increasing sales velocity with improved partner lead-passing discipline, as well as identifying and closing partner skills gaps, capability and capacity. </li><li>Negotiating to successfully obtain commitment to solutions, while maintaining integrity and relationships with internal teams, external partners and clients. </li></ul><p><br></p><strong>Required Technical and Professional Expertise</strong><p><br></p><ul><li>Expertise in building and going to market with technology partner sales offerings that drive strong, two-way, revenue generating collaborations. </li><li>A proven, successful history of co-selling with partners in front of their clients. </li><li>Demonstrable success of communication and personal relationship development at all levels across colleagues, partners and clients. </li><li>A track record of consistently achieving targets with and through others – demonstrating high performance, whilst challenging self and others to consistently deliver results. </li></ul><p><br></p><strong>Preferred Technical And Professional Expertise</strong><p><br></p><ul><li>A strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided). </li><li>Understanding IBM’s competitive differentiations in addition to our competition’s place in the market (full training on IBM’s technologies will be provided). </li></ul><p><br></p><strong>About Business Unit</strong><p><br></p>Ever paid for something with Apple Pay? If so it’s likely that your transaction was assisted by an IBM Power machine.<p><br></p>A sales career in IBM Power means being at the forefront of modernizing clients’ applications and infrastructure with a frictionless hybrid cloud experience, to provide the agility needed to thrive in an ever-changing world.<p><br></p><strong>Your Life @ IBM</strong><p><br></p>In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.<p><br></p>Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.<p><br></p>Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.<p><br></p>Are you ready to be an IBMer?<p><br></p><strong>About IBM</strong><p><br></p>IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.<p><br></p><strong>Location Statement</strong><p><br></p>IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.<p><br></p><strong>Being You @ IBM</strong><p><br></p>IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.