Brand Partner Specialist
hace 5 meses
Introduction
As a Brand Partner Specialist - Territory, your mission is to navigate IBM Ecosystem programs to bring the right brand technical, co-marketing, and go-to-market enablement assets which drive prospecting, opportunity identification, or solution co-creation with your assigned Partners. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and Partners you grow revenue in your assigned Brand portfolio by increasing Partner SELL Motion activities for your Select territory.
Your Role and Responsibilities
- Develop Partner territory plans to identify strategic growth areas, revenue objectives, enablement goals, and key Partners; Set milestones to measure the successful execution of the territory plan
- Engage IBM local country/market sales teams, Digital Sales teams, marketing, and technical teams to accelerate Partner SuccessAssess progress vs plan quarterly with country/market Ecosystem leader and Brand FLM’s
- Establish quarterly partner/territory opportunity roadmap and progression management system to address Client challenges, and track passed leads from IBM Brand Sales and IBM Digital sellers
- Engage directly with Partners and their Clients in support of high-value engagements and opportunities
- Leverage Ecosystem programs, co-marketing, and ISC/PRM tooling to drive joint demand generation, prospecting, or solution co-creation
Required Technical and Professional Expertise
- +5 years of related experience
- Ability to co-sell with Partners in front of Clients
- Influence Client's & Partner's Technology Decision
- Ability to create a territory plan for, communicate with, and advise Business Partners
- Knowledge of Tools & Processes which accelerate the sales cycle, including knowledge of technology pricing/subscription models
- Experience with Design Thinking methodology
- Prior channel partner sales experience
Preferred Technical and Professional Expertise
As above
About Business UnitIBM 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.
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.
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.
Are you ready to be an IBMer?
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