Brand Partner Technical Specialist - Territory - Data & AI

The Programme

As a Brand Partner Specialist – Territory, your mission is to navigate IBM Ecosystem programs to bring the right brand technical, co-marketing, and go-to-market enablement assets which drive prospecting, opportunity identification, or solution co-creation with your assigned Partners.  
 
By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and Partners you grow revenue in your assigned Brand portfolio by increasing Partner SELL Motion activities for your Select territory.

What You Will Do

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 Brand FLM’s.

Sales Execution & Cross IBM Engagement:

• Establish quarterly partner / territory opportunity roadmap and progression management system to address Client challenges, and track passed leads from IBM Brand 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 brand 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 strategy.

Required Skills and Abilities 

• Fresh graduates are welcome to apply with a Bachelor’s Degree in Information Technology/Computer Engineering or related. 
• Ability to co-sell with Partners in front of Clients. 
• Influence Client’s & Partner’s Technology Decision. 
• Ability to create a territory plan for, communicate with, and advise Business Partners. 
• Knowledge of Tools & Processes which accelerate the sales cycle, including knowledge of technology pricing/subscription models. 
• Experience with Design Thinking methodology.

Preferred Technical and Professional Expertise:

• Prior channel partner sales experience.

About Business Unit: 
 
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally.  
 
These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships.  
 
This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partner’s supply. IBM is also expanding its reach to new and existing clients through digital marketplaces. 
 
Your life @ IBM: 
 
In a world where technology never stands still, we understand that dedication to our client’s success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better. 
 
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background. 
 
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team-focused approach to include different perspectives to drive exceptional outcomes for our customers.  

The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do. 
 
Are you ready to be an IBMer?