Channel and Alliance Sales Manager, Power

Introduction
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 connect the right technical co-marketing and go-to-market enablement resources with your assigned partners to jointly drive prospecting opportunity identification and solution co-creation. By aligning territory planning demand generation lead passing and sales execution between IBM Digital Sales and partners you’ll grow revenue in your assigned portfolio by increasing your partners’ ‘Sell’ activities for your territory.

Engaging directly with partners and their clients 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.

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 a Channel and Alliance Sales Specialist specializing in Power Systems you will be responsible for driving revenue growth through strategic partnerships ISV and channel sales initiatives. Your primary focus will be on establishing and nurturing relationships with key ISVs resellers and distributors to promote our cutting-edge server products and solutions. This role requires a blend of business acumen technical understanding of server technologies and strong relationship-building skills.

Key Responsibilities:

1. Alliance and Partner Development:
   • Identify recruit and onboard strategic ISV partners resellers and distributors in alignment with Power Systems.
   • Build and maintain strong relationships with key stakeholders within partner organizations fostering collaboration and mutual success.
2. Sales Strategy and Planning:
   • Develop and execute a comprehensive channel sales strategy to achieve revenue targets and market share objectives.
   • Collaborate with internal teams including marketing and product management to align strategies and ensure consistent messaging across all channels.
3. Training and Enablement:
   • Provide training and enablement programs for partners to enhance their understanding of our server solutions positioning them to effectively sell and support our products.
   • Regularly update partners on new product features industry trends and competitive analysis to keep them well-informed.
4. Sales Performance Monitoring:
   • Implement metrics and key performance indicators (KPIs) to monitor the performance of channel partners.
   • Conduct regular business reviews with partners to assess progress address challenges and identify opportunities for improvement.
5. Deal Management:
   • Collaborate with partners on deal registration pricing and proposal development to ensure competitiveness and profitability.
   • Facilitate communication between partners and internal teams to ensure timely and accurate delivery of solutions.
6. Market Intelligence:
   • Stay informed about market trends competitor activities and emerging technologies in the server solutions space.
   • Use market intelligence to provide input on product development and positioning.

Required Technical and Professional Expertise

• Proven Track Record of Success in Technology Sales : A successful track record in technology sales with a strong emphasis on acquiring new clients.
• Application of Business and Commercial Acumen : Practical application of business and commercial acumen able to communicate it effectively at all levels to showcase the operational impact and financial value of technological solutions.
• Excellent Communication and Presentation : Skills that engage compel and influence effectively.

Preferred Technical and Professional Expertise

• Comprehensive Knowledge of IBM’s Product Suite: Possess 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 differentiations as well as the position of competitors in the market.