Public Ecosystem Leader

Job description

Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As an Ecosystem Leader, your mission is to lead an internal IBM Ecosystem sales team strategy to support external Partners in your country or market.
You'll work with IBM Technology Leaders and other Sales managers to align the Ecosystem execution with the broader Market and IBM Global Sales strategy. You're responsible for the overall sales performance of your Ecosystem team, resource deployment, and execution of territory plans which deliver growth for the country, market, and the team(s) you oversee.
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
With a deep understanding of the IBM Ecosystem 'Build', 'Sell' and 'Service' sales motions, you'll lead with a style that naturally fosters a growth-minded, collaborative, high-performance culture. Within that culture, you'll facilitate best-practice sharing with situational coaching through candid, open communication which inspires employees to deliver exceptional value to our partners.
You'll guide the team to support their partners by connecting the IBM Ecosystem point of view and available assets with partner business goals, with focus on achieving the revenue objectives of your market.
Your primary responsibilities will include:
• Collaborative Decision-Making with Technology Leaders: Collaborate with market Technology leaders on decisions concerning Ecosystem resource deployment, partner selection, and client/opportunity route-to-market.
• Direct Engagement with Partners and Clients: Engage directly with partners and their clients while supporting your Ecosystem team to advance high-value campaigns and opportunities.
• Proactive Augmentation of Engagements: Proactively enhance partner and client engagements with IBM's array of capabilities to co-create value-added solutions, such as Customer Success Managers, Technical Sellers, and Marketing.
• Accelerating Lead Passing: Expedite the passing of opportunities from IBM sales teams to IBM partners, who will then assume responsibility for progressing and closing those leads across territories and within the country/market.

Required Technical and Professional Expertise
- Bachelor degree
- Demonstrated deep understanding of the Ecosystem sales
- Experience in managing sales performance and execution of territory plans which deliver growth

Preferred Technical and Professional Expertise
- Experience in sales with Public (ie. Healthcare and Education) clients and partners
- Demonstrated success in growing ecosystems sales