Contract
Description
Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
The work requires an ability to quickly assimilate information, put structure to issues, develop a compelling story and package it into an executive-level deliverable. The specialty sales develops defensible business cases, engaging senior business leaders with confidence and credibility, and teaming with IBM sales and technical sales resources on sales progressions justifying technical and business value for IBM Data & AI solution proposals.
Develop CEO level relationships with our business partners and act as a trusted advisor. The role would require a person who is able to consult with our partners, understand their business, build and execute business plans while leverage the IBM virtual team.
Channel Marketing, business partner enablement & pipeline generation skills are imperative in order to conduct this role.
Be proficient in IBM partner programs and incentives
Have the ability to recruit new business partner by familiarising yourself with the IBM value proposition
Focus on solution selling to our channel and be a subject matter expect in the Data & AI segment
The ability to have a structured approach to partner management & operations is a key requirement
Responsibilities:
- To own and close the deals under the product scope of Data & AI via the channel
- Facilitate value assessment workshops addressing discovery, capability value alignment, use-case, benefits, ROI with partners
- Present executive value case
- Create and maintain effective value selling assets in support of sales development programs and solution offerings
- Develop teaming relationships with broader IBM sales ecosystem, including industry, services, and business partner team
- Business partner account management
- Business partner operations & sales management
- Business planning and execution
Required Technical and Professional Expertise
Skills / Experience Profile:
- Strong consultative value selling and/or Analytics SW product selling experiences: proven track record of advising senior business / IT decision makers on IT-enabled business transformation initiatives
- Excellent story-telling, communication and interpersonal skills: strong interviewing, facilitation, written and oral presentation skills at executive management level; flexible and effective teaming with diverse partners and IBM teams
- Strong business acumen in multiple business functional areas: experience with formulating strategic direction and performance improvement opportunities related to marketing, sales, supply chain operations.
- Extensive experience with complex software solution sales
- Channel experience is essential. Proven record of working with business partners and distributors
Preferred Technical and Professional Expertise
Skills / Experience Profile:
- Strong consultative value selling and/or Analytics SW product selling experiences: proven track record of advising senior business / IT decision makers on IT-enabled business transformation initiatives
- Excellent story-telling, communication and interpersonal skills: strong interviewing, facilitation, written and oral presentation skills at executive management level; flexible and effective teaming with diverse partners and IBM teams
- Strong business acumen in multiple business functional areas: experience with formulating strategic direction and performance improvement opportunities related to marketing, sales, supply chain operations.
- Extensive experience with complex software solution sales
- Channel experience is essential. Proven record of working with business partners and distributors
About Business Unit
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our clients data, no matter where it resides, to respond to changing market dynamics.
Your Life @ IBM
What matters to you when youre looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
Affirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.
Requirements
.