Brand Partner Specialist - Territory

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 let’s talk.

Your Role and Responsibilities
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to establish relationships with the accounts within your assigned territory and connect the right technical co-marketing Partner and go-to-market enablement resources to jointly drive prospecting opportunity identification and solution co-creation. By aligning territory planning demand generation lead passing and sales execution with Partners you’ll grow revenue in your assigned portfolio by increasing your partners’ ‘Sell’ activities for your territory.
Engaging directly with Clients and Partners in support of high value engagements and opportunities. You will augment partner and client engagements with IBM’s breadth of capabilities to align sales efforts with offering capability roadmaps and shape solutions that support brand-specific business strategies and address client pain points.
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.
Naturally skilled in developing and cultivating professional relationships you’ll establish trusted advisor relationship with your assigned Territory of accounts. You’ll develop territory plans that identify strategic growth areas revenue objectives enablement goals and milestones to measure successful delivery of your territory plans.

Your primary responsibilities will include:

• Engagement with IBM Teams: Engage IBM local country/market sales teams Marketing and technical teams to accelerate your partners’ success.
• Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs co-marketing and sales tooling to drive joint demand generation prospecting or solution co-creation.
• Enhancing Sales Velocity: Increase sales velocity by identifying and closing opportunities within your assigned territory.
• Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams external partners and clients.

Required Technical and Professional Expertise

• Proven Co-Selling Success: Have a proven successful history of co-selling with partners in front of their clients.
• Effective Communication and Relationship Development: Demonstrate success in communication and personal relationship development at all levels across colleagues partners and clients.
• Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others showcasing high performance and challenging self and others to consistently deliver results.
• Proven Experience in prospecting deal progression and quota achievement in one or more of the following software solutions: Maximo Tririga Engineering Sterling Order Management Sterling Data Exchange for B2B.
• Strong prospecting and lead generation coupled with Ecosystem Experience

Preferred Technical and Professional Expertise

• Comprehensive Knowledge of IBM’s Product Suite: Have a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
• Understanding IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiation as well as the position of competitors in the market.