As a deeply technical seller, you'll increase your partners' technical capabilities by enabling their sales and technical sellers to experientially demonstrate IBM Technology at scale with your clients.
Your role and responsibilities
Naturally skilled in developing and cultivating professional relationships, you will establish trusted advisor relationship with your assigned 'Sell' partners. You will develop territory plans that identify strategic growth areas, revenue objectives, enablement goals, and milestones to measure successful delivery of your territory plans. Your primary responsibilities will include:
- Engagement with IBM Teams
- 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 education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Technology Partner Sales Offering Expertise : Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.
- 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 experience
- Cloud Knowledge: Expertise in the Cloud market to quickly become a trusted client advisor (training on IBM's Cloud offerings will be provided).
- Understanding IBM's Competitive Distinctions : Grasp IBM's competitive differentiations as well as the position of competitors in the market.
