Brand Partner Specialist (BPS) Automation

Introduction
A Technology Sales Specialist role (what we internally call a ‘Brand Partner Specialist’) in IBM’s Data & AI brand means accelerating enterprises’ success by improving their ability to understand their data. It means providing solutions that enable people across organizations in multiple roles the ability to turn data into actionable insights without having to wait for IT. And it means selling multi-award winning software and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.

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 our clients to invest in IBM’s products and services.

Your Role and Responsibilities
Candidate to have Skills / Experience in the following:

• Business partner / BP ecosystem performance management:
  • Manage BP sales team on prospecting customer coverage pipeline generation
  • Achieve good collaboration / synergy with BP on opportunity qualification progression & closure
  • Develop and execute co-marketing activities for demand generation (executed with support from marketing team)
  • Track & address BP skills requirements & development needs to build high proficiency BPs to grow BPs sales & support capacity
  • Manage overall BP performance on sales skills growth forecast accuracy customer reach

• Track Manage Report sales progression
  • Achieve deep insight of BP opportunity including steps to closure stakeholder analysis procurement process risk identification
  • Mitigate risk from change and variation in the engagement process to deliver consistent growth
  • Deliver accurate closest-to-pin sales forecast & achieve sales closure in a timely manner
  • Have forward looking view on pipeline building activities to ensure consistent and sufficient pipeline to meet sales target
  • Achieve excellent sales management hygiene using IBM’s sales management tools reports & processes

• Manage Customer Satisfaction
  • Achieve high end-user / customer satisfaction through BP’s solutioning integrity & delivery quality; effectively manage and exceed expectation
  • Address customer satisfaction issues & complaints regarding IBM Product and/or BP performance issues
  • Build portfolio of external customer referenceable accounts/projects

• Industry track record
  • Relevant sales experience particularly in Malaysian major banks and customers in the Financial Services Industry
  • Experience in software sales and familiar with on-premise Sw-as-a-service (cloud) and hybrid consumption/deployment models
  • Established strong management and C-level relationship based on strong industry knowledge alignment of business requirements to technology initiatives – i.e a trusted advisor
  • Deep understanding of technology trends and global geopolitical changes and their impact on the local FSI industry
  • Strong commitment to highest standards of business ethics regulatory compliance & governance

• Communications
  • Excellent networking abilities both in growing existing relationship and in ‘opening doors’ to new relationships
  • Excellent ‘story-telling’ ability to techno-speak to a ‘non techno-savvy’ audience simplify complex ideas into an ‘elevator pitch’; be the ‘bridge’ between the technical and business communities
  • Good at building trust and competency-based relationships; delivering to commitments
  • Strong problem skills coupling business acumen technology know-how and effective project management discipline

Required Technical and Professional Expertise

• Tech Sales Success : Demonstrated success in technology sales particularly in acquiring new clients.
• Business Acumen and Communication Skills : Possess strong business acumen and effective communication skills.
• Engaging Compelling and Influential Communication : Ability to communicate in an engaging compelling and influential manner.

Preferred Technical and Professional Expertise
Expertise in the Automation Market : Demonstrated knowledge and proficiency in the automation market enabling you to consult with clients and build trust (training on IBM’s Automation offerings will be provided).