Internship: Threat Management Partner Specialist (May - Aug 2024)

Job description

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
Territory Planning & Partner Management:
·  Develop Partner territory plans to identify strategic growth areas, revenue objectives, enablement goals, key Partners; Set milestones to measure successful execution of the territory plan
·  Engage IBM local country/market sales teams, Digital Sales teams, marketing, and technical teams to accelerate Partner success
·  Assess progress vs plan quarterly with country/market Ecosystem leader and Threat Management FLM’s
Sales Execution & Cross IB Engagement
·  Establish quarterly partner / territory opportunity roadmap and progression management system to address Client challenges, and track passed leads from IBM Threat Management 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
·  Connect Partner and IBM sellers in city/country/markets serviced by the Partner to facilitate local execution of prospecting, lead passing, and go-to-market activates
·  Augment Partner and Client engagements with IBM’s breadth of capabilities, connecting Partner with the extended Ecosystem sales team as needed; Maintains strong relationships with IBM Partner Technical Specialists to align sales efforts with offering capability roadmaps
·  Applies knowledge of Ecosystem licensing and contracting models to shape solutions supporting Threat Management specific business strategies Managing for Growth
·  Plan (as appropriate) local Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
·  Increase sales velocity with better Partner lead-passing discipline as well as identifying / closing Partner skills gaps, capability and capacity
·  Grow sales margin by expanding Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points and Brand offering roadmaps to enable Partners to develop follow-on sales sales strategy

Required Technical and Professional Expertise
Please refer to JD above.

Preferred Technical and Professional Expertise
Please refer to JD above.