Ecosystem Demand Gen Programs Americas Leader

Job description

Introduction
Are you looking for a career that will allow you to use your unique blend of business acumen and tech savvy? Business Analysts at IBM act as the interpreters between the worlds of IT and business. Be ready to navigate the complex relationships that make the business world run and find the actionable insights that result in great business decisions.

Your Role and Responsibilities

This is a first-line manager position that serves as the hub of our Ecosystem partner programs. Ecosystem growth is a pivotal element in IBM's Hybrid and AI strategy, and this leader will become versed in IBM’s Solutions and help our ecosystem partners differentiate IBM from competitors.

Ecosystem Marketing is the face of IBM Marketing to its Business Partners - collectively working with Field Marketing and Channel Sales bringing the voice of the partner back into IBM. This leadership role is responsible for execution, review, and accountability of the marketing program funds to ensure brand and overall business performance of the partner marketing programs meets or exceeds business objectives.

This leader will also gain intimate understanding of the mechanics of IBM's recently announced Partner Plus Program, which introduces the most significant strategic shift in decades regarding our collaborations with Business Partners. Designed to drive, accelerate and reward growth, the program consists of marketing funding to partners who earn qualifying program dollars and credentials, as well as leveraging our Value Added Distribution partners (VADs). This manager will be responsible for meeting our Ecosystem Business targets and leading a team the team to execute best-in-class marketing campaigns through our BPs to meet that target.

Expectations:

• Know The Partners: The Ecosystem Marketer's value lies in knowing the partners, the Distributors, the client and the market. Through working with IBM Channel Sales and their own partner interactions, Ecosystem Marketing engages with partners to drive demand for IBM Solutions, grow IBM mindshare within the ecosystem and bring the feedback from the ecosystem back to IBM.

• Know The IBM Solutions: All Ecosystem Marketers must know the IBM products and solutions aligned to their coverage area in order to drive a GTM strategy with the Ecosystem. This means understanding all the IBM Sales Plays and if they support a BU, a deeper understanding of the relevant Technology Plays, Technology Decision Points and Product Led Growth Offerings.

• Market with Partners: The Ecosystem Marketer is expected to collaborate with Channel Sales and Field marketing teams to influence marketing investments and land the demand gen marketing tactics with business partners to drive business results, leveraging Co-Marketing funding and Co-Marketing platforms (My DM)

• Market to Partners: The Ecosystem Marketer creates end to end campaigns to both attract new business partners and progress them through signing a contract with IBM to activating newly recruiting BPs to their first dollar through best in class demand gen campaigns

Responsibilities include:

• Develop a quarterly plan that delivers YTY growth in Business Partner Opportunity Identification through Co-Marketing and programs acquiring/activating net new business partners.

• Manage team of Co-Marketing Program Managers and Recruitment Marketing Managers to drive utilization of Demand Generation programs

• Co-Marketing subject matter expert to educate and advise the Partners on the rules, best practices, and requirements of the IBM Co-Marketing programs.

• Deliver on the Ecosystem Marketing pipeline and revenue objectives both annually and quarterly - including reviews to executive worldwide and geo stakeholders.

• Advocate and Integrate business partners into IBM led marketing tactics and events

Additionally, this leader will be a role model, demonstrating leadership, exhibiting the necessary management stewardship and sensibility regarding leading a distributed team within a complex matrix, ensuring team members can bring their personal individuality to the role, collaborating across ecosystem and other organizations, and effectively representing the Ecosystem Marketing organization across all levels of partner and IBM executives.

IBMReferred_LATAM

Required Technical and Professional Expertise

• Experience Managing people

• Experience in Marketing

• Experience with Business Partners or working with 3rd parties

• Experience using various tools and data analytics programs to monitor and measure activities (e.g., CMC, Tableau dashboards, PPS data, GPM)

• Experience managing a marketing budget

• Experience in Demand Gen Program Management

• Experience managing process controls
• Fluent English, Spanish and Portuguese

CV in English

**Todas as nossas vagas são elegiveis para pessoas com deficiências ou reabilitadas do INSS

Preferred Technical and Professional Expertise

• B2B partner marketing experience that understands partners, and the varying levels of marketing skills and resources they can deploy

• Experience in campaign design and delivery to recruit partners or clients