IBM’s Ecosystem is a dynamic network of partners who build on sell or provide services for IBM technologies. As an ISV Partner Specialist your mission is clear: hunt for new business by identifying and engaging Independent Software Vendors (ISVs) to embed IBM Software into their commercial products or solutions an initiative known as Build with IBM.
This role is designed for a highly motivated sales hunter. Someone who thrives on uncovering new opportunities initiating conversations and driving deals from first contact to close. You’ll be at the forefront of IBM’s growth strategy creating embedded software partnerships that deliver mutual value and market differentiation.
Sales Hunting & Lead Generation
- Relentlessly prospect for new ISV partners using cold outreach digital channels events and inbound marketing leads.
- Qualify and convert interest into actionable opportunities and Embedded Solution Agreements (ESAs).
- Maintain a strong pipeline of net-new opportunities in IBM’s pipeline management tool IBM Sales Cloud (ISC) through disciplined territory planning and execution.
Solution Selling & Business Case Development
- Apply consultative selling and design thinking to build compelling business cases for embedding IBM Software.
- Align IBM’s offerings with partner business models technical architectures and market needs.
Partner Engagement & Co-Creation
- Collaborate with the Partner Technical Specialist Partner (PTS-P) and Build Lab engineers to co-create MVPs and prototypes.
- Drive technical validation and investment in IBM’s software portfolio.
Sales Execution & Pipeline Management
- Own the full sales cycle—from initial outreach to contract negotiation and closure.
- Use CRM tools sales analytics and strategic communication to manage partner activities and forecast accurately.
Relationship Building & Strategic Influence
- Establish trusted advisor relationships with partner executives and internal IBM stakeholders.
- Influence decision-makers by articulating IBM’s value proposition at both technical and business levels.
Sales Hunter DNA
- Proven track record of identifying qualifying and closing net-new business.
- Comfortable with cold calling digital outreach and navigating complex sales cycles.
- Self-starter with a high level of energy persistence and resilience.
Territory Planning & Execution
- Experience in developing and executing territory plans that attract new partners and drive joint growth.
Consultative Selling & Value Articulation
- Skilled in solution selling identifying decision-makers and aligning IBM’s technology with partner goals.
Digital Research & Communication
- Proficient in using digital tools to research buyer personas analyze competitive landscapes and communicate effectively across channels.
Agility & Adaptability
- Thrive in a fast-paced cross-functional environment and adapt to evolving client needs and market dynamics
- Experience with IBM Software products especially Watson AI and hybrid cloud solutions (training provided).
- Familiarity with embedded software models and SaaS integration.
- Background in technology sales business development or partner ecosystem roles.