Ecosystem Leader

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As an Ecosystem Manager your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.

You’ll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division’s execution with the broader corporate strategy. You’re responsible for the overall sales performance of your Ecosystem team resource deployment and execution of territory plans which deliver growth for the country market and the team(s) you oversee.

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

With a deep understanding of the IBM Ecosystem ‘Build’ ‘Sell’ and ‘Service’ sales motions you’ll lead with a style that naturally fosters a growth-minded collaborative high-performance culture. Within that culture you’ll facilitate best-practice sharing with situational coaching through candid open communication which inspires employees to deliver exceptional value to our partners.

You’ll guide your team to support their partners by connecting the IBM Ecosystem point of view and available assets with partner business goals with focus on achieving the revenue objectives of your market /country.

Your primary responsibilities will include:

• Collaborative Decision-Making with Technology Leaders : Collaborate with country/market Technology leaders on decisions concerning Ecosystem resource deployment partner selection and client/opportunity route-to-market.

• Direct Engagement with Partners and Clients : Engage directly with partners and their clients while supporting your Ecosystem team to advance high-value campaigns and opportunities.

• Proactive Augmentation of Engagements : Proactively enhance partner and client engagements with IBM’s array of capabilities to co-create value-added solutions such as Customer Success Managers Technical Sellers and Marketing.

• Accelerating Lead Passing : Expedite the passing of opportunities from IBM sales teams to IBM partners who will then assume responsibility for progressing and closing those leads across territories and within the country/market.

Required Technical and Professional Expertise

• Veteran-level technical sales leadership experience with a track-record of winning through collaboration resilience empathy and innovation. A natural at inspiring and motivating others to succeed in highly complex enterprise-scale technology sales environments.
• Expert technical knowledge around cloud data & AI automation security and storage technologies in addition to deep industry knowledge and contemporary methods for co-creating client solutions with and through others.
• Palpable people communication and collaboration skills with a proven record of c-suite networking and influencing throughout the successful closure and post-closure expansion of complex technology sales cycles. (c. $multi-million deals).
• Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g. consultative /Challenger selling) to successfully deliver in a way that’s both nimble and fast and leads customers to our products vs. leading with them.

Preferred Technical and Professional Expertise

• Experience of working with any of IBM’s products and services (Training across IBM’s product suite is provided)