Technology Sales - Technology Partner Specialist

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings and orchestrate joint strategic plans at the partner firm level that drive IBM’s wallet share and revenue growth as well as technical enablement planning.

Co-creating on business growth plans you’ll gain Partner C-Level support for joint growth initiatives as well as bring IBM capabilities and resources together to accelerate your partners’ go-to-market success with IBM Technology offerings.

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

As an expert in IBM’s Technology offerings and Brand solutions with depth in one or more of IBM’s Brands you’ll support partners across some or all of IBM’s Ecosystem Sell / Build / Service sales opportunities.

Engaging directly with partners and clients in support of high value opportunities you’ll help activate partners’ business development plans by engaging and pulling together in- country /market IBM sales teams and aligning with local sellers within the partner firm(s).

We’re passionate about success. If this role is right for you then your achievements will mean that your career is flourishing your partners are winning and your clients are thriving. To help ensure this win-win-win outcome a ‘day-in-the life’ of this role may include but not be limited to…

• Co-developing partner strategies that identify strategic growth areas revenue objectives milestones and measures of success including required skills development and partner go-to-market enablement.
• Connecting partner and IBM sellers in city /country /markets serviced by the Partner to facilitate local execution of prospecting and lead passing.
• Proactively augmenting partner and client engagements with IBM’s breadth of technical capabilities to co-create solutions (e.g. Build Lab Customer Success Managers Technical Sellers Marketing support).
• Consultatively selling IBM’s Sales Plays and Technology portfolio with partners’ sales and technology leads via meaningful use cases.

Required Technical and Professional Expertise

• Demonstrable successes of leading and influencing direct and 3rd party technology sales teams to achieve sales quotas in complex technology sales and account relationship /development environments.
• Provable excellence with people communication and collaboration skills with a track record of executive-level networking and influencing throughout the successful closure of complex technology sales cycles – with and through others (c. $250k – $multi-million deals).
• Broad expertise across cloud data & AI automation security and storage technologies with deep expertise in at least one speciality.

Preferred Technical and Professional Expertise

• Former experience as a strategic relationship leader or as a consultant in a highly complex /technical sales environment.
• Experience of working with any of IBM’s products and services (Training across IBM’s product suite is provided)