At IBM Global Sales we bring together innovation collaboration and expertise to help clients solve their most complex business challenges. Working across industries and geographies you’ll partner with colleagues clients and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity empathy and collaboration. You’ll connect technical understanding with strong people skills building trusted relationships and shaping solutions that improve business and society. With world-class onboarding continuous learning and a supportive culture IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
As a Service Technology Partner Specialist your mission is to drive overall revenue growth wallet share expansion and enablement to selected high-value service partners by cultivating deep trusted relationships and orchestrating joint strategic planning across the partner firm. Â Focusing on driving the adoption of IBM Hybrid Cloud and AI technologies you accelerate your partners' business execution by coordinating IBM Brand teams IBM Research IBM Consulting and the assigned Partner's vertical and horizontal teams to drive revenue growth.
Partner Planning & Partner Management
• Develop Service Partner account strategy to identify cross market and cross portfolio solutions focusing on strategic initiatives with aligned pipeline
• Influence partner’s sales teams technical specialists and practice leaders to increase adoption of IBM Brand offerings / plays into Service partner’s practices
• Engage local country/market sales teams Digital sales teams marketing and technical teams to activate joint plans
• Develop a strategy to build repeatable platforms & solutions (embedded IBM technology) and practices (Partner offerings focused on IBM Technology) Sales Execution & Cross IBM Engagement
• 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
• Establish quarterly management system (QBR) with Partner  Augment Partner and Client engagements with IBM’s breadth of capabilities to co-create solutions (e.g. Build Lab Customer Success Managers Expert Labs Technical Sellers Marketing)
• Collaborate closely with global and regional teams to create a strong/trusted personal brand at the assigned Partner(s); activate and coordinate teams effectively in support of high value engagements and opportunities.
- Apply knowledge of IBM Software and Infrastructure (cross-portfolio) products with emphasis on IBM Hybrid Cloud and AI technologies
- Articulate the value of IBM Technology within the partner solution and help promote the solution.
- Apply knowledge of IBM business models incentives and contract types available to partners.
- Apply knowledge of the influence revenue model how it is tracked and how to leverage the process to maximize influence revenue with service partners.
- Apply knowledge of Services Offering Management discipline and how to sell to account clients or through partners.
- Drive sales planning and design the go-to-market for lead generation signing and executing on the landing of the solution within the market or at a client
Preferred Professional and Technical Expertise
• Possess a deep understanding of Sell/Build/Service Ecosystem motions resources (e.g. TechZone Build Lab ICC Garage etc.) and Brand initiatives.
• Experience with Design Thinking methodology