Distribution Lead - GLP

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 distributors across some or all of IBM’s Ecosystem Sell / Build / Service sales opportunities.

Engaging directly with partners and distributors 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).

Your primary responsibilities will include:

• Collaborative Partner Strategy Development : Co-creating partner strategies that pinpoint growth areas revenue objectives milestones for success including required skills enhancement and partner enablement for entering the market.

• Effective Partner and IBM Collaboration : Establishing connections between partner and IBM sales representatives in the cities countries and markets where the partner operates to facilitate local execution of prospecting and lead transfer.

• Enhanced Partner and Client Engagements : Proactively strengthening partner and client interactions with IBM’s wide range of technical capabilities including resources like Build Labs Customer Success Managers Technical Sellers and Marketing support to jointly devise solutions.

• Consultative Sales Approach : Employing a consultative method to sell IBM’s Sales Plays and Technology portfolio to partner sales and technology leaders showcasing the value through meaningful use cases.

Required Technical and Professional Expertise

• Leadership in Complex Technology Sales : Demonstrated track record of managing and influencing both internal and external technology sales teams to consistently achieve sales quotas in complex technology sales and account relationship/development environments.

• Interpersonal and Collaborative Excellence : Proven proficiency in people skills communication and collaboration with a documented history of networking at executive levels and influencing stakeholders throughout the successful closure of complex technology sales cycles involving deals ranging from $250k to multi-million dollars.

• Diverse Expertise in Technology : Extensive knowledge spanning across cloud data AI automation security and storage technologies complemented by deep expertise in at least one specialized area.
• Strategic Relationship Leadership : Prior involvement as a strategic relationship leader or consultant within a highly intricate technical sales environment.

Preferred Technical and Professional Expertise

• Comprehensive Familiarity with IBM’s Offerings : Hands-on experience with any of IBM’s products and services (training across IBM’s product suite will be provided).