IBM Partner Ecosystem Sales Leader

Job description

Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. The Ecosystem Software Sales Leader owns Ecosystem expansion for Software, drives incremental revenue from Software Growth offerings by leveraging IBM Sales Plays.

The key focus areas include :
- activating the existing Software partner ecosystem by accelerating skills and competency in sales and technical through enablement.
- recruitment of new Software partners to expand coverage of whitespace opportunities.
- provide guidance and support to ecosystem sellers on building territory plans leveraging specific route-to-market to drive growth and buy clients.

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 Responsibilities
The IBM Partner Ecosystem Sales Leader;
·  Owns Software and Systems Ecosystem strategy, execution to meet short, medium, and long-term revenue objectives with Ecosystem partners in market/country they managed
·  Coordinates Ecosystem integration with Technology Leader and Brand Sales managers to ensure Ecosystem execution aligns with broader IBM strategy and is delivering growth for market/country
·  Leads the IBM Ecosystem and Brand sales teams to identify, progress and close opportunities with Partners and with a competitive growth mindset
·  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 and systems 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

Required Technical and Professional Expertise

·  Demonstrated Excellence in People, Communication, and Collaboration Skills: Showcase a proven record of excellence in people, communication, and collaboration skills, complemented by a track record of multi-level networking and influencing throughout the successful closure of complex technology sales cycles – achieved with and through others (dealing with deals ranging from $250k to multi-million).
·  Adept Project Management: Exhibit adept project management, strategic communication, and insight gathering skills, alongside contemporary experience with collaboration/sales tools and sales methodology-based techniques.
·  Demonstrates understanding of the Partner ecosystem and how IBM works with Partners
·  Sales Experience from any of the areas such as Hybrid cloud, Data & AI, Security, Cloud and Automation.
·  Ability to sell solutions in a multiproduct environment, On-prem, Hybrid or as-a- Service and with solid experience in enterprise sales roles and/or partner development.

Preferred Technical and Professional Expertise

·  Proven Leadership and Influence in Complex Technology Sales: Demonstrate a track record of success in leading and influencing direct and/or 3rd party technology sales teams to achieve sales quotas in complex technology sales and account relationship/development environments.
·  Experience with IBM Technology Offerings: Possess experience working with any of IBM Technology offerings, including (but not limited to) IBM Cloud Paks, IBM hardware or storage solutions, Data & AI software, AI-based Operations software, Watson-based Customer Care, Security software, or Red Hat products and solutions (in-depth training across IBM's product suite will be provided).