Technology Sales Partner Technical Specialist

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Security Sales Partner Specialist (Territory) your mission is to connect the right technical co-marketing and go-to-market enablement resources with your assigned partners to jointly drive prospecting opportunity identification and solution co-creation. By aligning territory planning demand generation lead passing and sales execution between IBM Digital Sales and partners you’ll grow revenue in your assigned portfolio by increasing your partners’ ‘Sell’ activities for your territory.

Engaging directly with partners and their clients in support of high value engagements and opportunities you will augment partner and client engagements with IBM’s breadth of capabilities to align sales efforts with offering capability roadmaps and shape solutions that support brand-specific business strategies.

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

Probably coming from a hands-on Technology role and progressed through to sales you’re naturally skilled in developing and cultivating professional relationships you’ll establish trusted advisor relationship with your assigned ‘Sell’ partners. You’ll develop territory plans that identify strategic growth areas revenue objectives enablement goals and milestones to measure successful delivery of your territory plans. This role can be based in Queensland or South Australia. The assigned Territory is AU (excluding NSW & VIC) which does require the need for business travel on a regular basis.

Your primary responsibilities will include:

• Engagement with IBM Teams : Engage IBM local country/market sales teams Digital Sales teams Marketing and technical teams to accelerate your partners’ success.

• Leveraging Ecosystem Programs and Co-Marketing : Utilize Ecosystem programs co-marketing and sales tooling to drive joint demand generation prospecting or solution co-creation.

• Enhancing Sales Velocity : Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps capability and capacity.

• Negotiation for Commitment : Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams external partners and clients.

Required Technical and Professional Expertise

• Experienced in Software Sales : Demonstrated experience in selling complex software solutions through technology business partners including being hands on enough to configure common Security tools and systems.
• Proven Co-Selling Success : Have a proven successful history of co-selling with partners in front of their clients.
• Effective Communication and Relationship Development : Demonstrate success in communication and personal relationship development at all levels across colleagues partners and clients.
• Consistent Target Achievement and High Performance : Maintain a track record of consistently achieving targets with and through others showcasing high performance and challenging self and others to consistently deliver results.

Preferred Technical and Professional Expertise

• Ideally exposure to Cyber Security as a domain
• Understanding of IBM’s Product Suite : A strong comprehension of IBM’s extensive product suite (full training on IBM’s technologies will be provided).