Ecosystem Leader

Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on ‘Sell’ or ‘Service’ IBM technologies and platforms. As an Ecosystem Leader your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.

You’ll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division’s execution with the broader corporate strategy. You’re responsible for the overall sales performance of your Ecosystem team resource deployment and execution of territory plans which deliver growth for the country market and the team(s) you oversee.

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

• Candidate should be comfortable with C suite executives and leading IBMers through collaborative influence and sales leadership.
• Lead and guide the sellers to co-create business growth plans with partners gaining C-Level support of joint growth initiatives leveraging IBM Sales Play and relevant partner programs
• Owns and manages the relationship with partners; assigned to specific partner or group of partners.
• Responsible for achieving partner revenue targets.
• Manages pipeline development and progression of deals for aligned partners.
• Coordinates ecosystem team across technical sales partner growth etc to deliver superior value and services to partners.
• Advocates for partners within IBM (connects partners to key resources across IBM BUs and sellers).
• Drives sell-to and sell-through revenue across IBM software brands
• Works to drive joint GTM with partners and helps progress deals.
• Grows IBM capabilities within partner on IBM’s technology and business agenda (eg. Hybrid Cloud & AI)
• Drive joint initiatives managed via QBRs Custom Growth Initiatives (CGI) and Cloud Engagement Fund (CEF)
• Provides offers programs and contracting knowledge to partners

Required Technical and Professional Expertise

• Has at least 10+ years of experience in sales role. Preferably Software partner sales experience.
• Demonstrates understanding of the Partner ecosystem and how IBM works with Partners
• Has knowledge of IBM solutions along with strong knowledge of IBM Software
• Sales Experience from any of the areas such as Hybrid cloud Data & AI Security Cloud and Automation.
• Solid experience in enterprise sales roles and/or partner development.
• Ability to sell solutions in a multiproduct environment On-prem Hybrid or as-a- Service.
• Proven ability to work with global cross-functional teams and achieve success for customers.
• Balance of strategic and tactical skills.
• Solution selling approach Business case ROI etc.
• Demonstrate ability to lead teams and people

Preferred Technical and Professional Expertise
As above.