Job Description
IntroductionThe IBM Ecosystem includes thousands of partners who Build on, Sell or Service IBM technologies and platforms. As a Partner Sales 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 ResponsibilitiesNaturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your assigned 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.Your primary responsibilities will include:Engagement with IBM Teams: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity.Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.Required Technical and Professional ExpertiseTechnology Partner Sales Offering Expertise: Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.Proven Co-Selling Success: Have a proven, successful history of co-selling complex solutions with partners in front of their clients.Effective Communication and Relationship Development: Demonstrate success in communication and personal relationship development at all levels across colleagues, partners, and clients.Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.Preferred Technical and Professional ExpertiseKnowledge of IBM's Product Suite: Possess an understanding of IBM's product suite (full training on IBM's technologies will be provided)Understanding IBM's Competitive Distinctions: Grasp IBM's competitive differentiations as well as the position of competitors in the market.Previous experience in Automation selling highly regarded.IBM
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