ISV Success Manager

Introduction
The IBM WW Ecosystem team is seeking innovative and driven ISV Success Managers (ISM) to join our ISV Build Ecosystem team. The ISM owns the ISV partner sell-with responsibilities for a set of partners to drive ISV and IBM Software growth into a diverse set of clients. A strong candidate will have software industry knowledge technology sales experience and proficiency in managing GTM strategies with ecosystem partners. The candidate should also be able to look at client business challenges to build and convey compelling value propositions on how ISV partner solutions can solve these challenges.

Your Role and Responsibilities

• Clients and IBM sales teams understand the value of our ISV partner’s joint solutions and how to engage.
• Owns co-sell strategy with the partner relationship team on their aligned accounts.
• ISV partners have knowledge of IBM products to drive net new client business.
• Support IBM sellers in qualifying opportunities and recommending the right ISV solution to deliver positive outcomes for their clients.

Required Technical and Professional Expertise

• Technology and/or partner sales experience; with emphasis on Data & AI Automation and Security software.
• Proven record of consistently exceeding sales targets.
• Initiative-taking decision maker taking initiative and recognizing opportunities to create and expand partnerships.
• Personally take responsibility to develop ISV business. Cultivate trusted relationships with CEOs CIOs/ IT Directors / LOB (line of business) Executives and other Sr Executives. Facilitate closure of large/complex deals at assigned focused accounts.
• Ability to manage sales opportunities via CRM across all sales stages.
• Strong selling and opportunity qualifications skills.

Preferred Technical and Professional Expertise

• Experience in partner or overlay sales roles — building bridges and collaborating between partner and company field sales organizations to build mutual trust sales enablement and joint sales motions.
• Ability to manage joint GTM success with ISV partners including development and tracking of co-sell business activities.
• Minimum 5 years’ experience in IT sales partner development or channel sales.