Brand Partner Specialist - Territory (Power)

Introduction
Brand sales role in Select Ecosystem responsible for cultivating the hyper local Ecosystem across accounts in assigned territory by activating generating demand and selling through Partners
Ownership of territory performance.

Establishes local Ecosystem territory plan to identify key Partners by Client & Skills joint demand generation plays via Partners and gaps in local Partner skills / capabilities

Executes management system with Partners peer Brand sellers and Ecosystem sellers to progress joint opportunities and plays engages IBM sales / technical resources and addresses Partner feedback
Drives demand by collaborating with Partners on local sales plays and co-marketing activities IBM Digital sales on Demand Engine campaigns and Brand sellers to maximize conversion of passed leads

Your Role and Responsibilities

• 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
• 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

Required Technical and Professional Expertise

• Expertise in building and going to market with IBM Power brand sales offerings that drive strong two-way revenue generating collaborations.
• A proven successful history of co-selling with partners in front of their clients.
• Demonstrable success of communication and personal relationship development at all levels across colleagues partners and clients.
• Experience in driving sales plays promos incentives to channel partners.
• Experience in driving opportunity identification through partners
• A track record of consistently achieving targets with and through others – demonstrating high performance whilst challenging self and others to consistently deliver results.

Preferred Technical and Professional Expertise

• A strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
• Understanding IBM’s competitive differentiations in addition to our competition’s place in the market (full training on IBM’s technologies will be provided).