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IBM Service Sales Strategist United States, New York, New York 270450535
24.06.2024
• Lead the programs and scale mission to drive consistent engagement methodologies to drive new service partner growth and the enhancement of existing partner contributions.
• Lead the assessment of the current state, work with stakeholders to set the future state strategy, identify gaps, and then actively engage stakeholders to meet service partner outcomes in line with the strategy.
• Act as the single-threaded-owner for service partner training and enablement initiatives, and will be responsible for working with cross-functional stakeholders to identify gaps in capability, and develop and land enablement programs in alignment with our strategic priorities
• Ensure IBM client sellers and partners, in technical and delivery/sales roles, are equipped with the content, training, and knowledge necessary to navigate customer conversations and opportunities at all stages of the sales cycle
• Perform detailed business needs assessments in coordination with the Ecosystem Engineering team, IBM sales enablement, and others to uncover partner capability gaps, accelerate learning, and deploy enablement and educational material across service partners
• Drive creation, alignment, and customization of partner enablement content and mechanisms with key stakeholders including Sales and Service teams, Partner Marketing, and Partner Management
• Analyze and evaluate training programs to ensure content, initiatives, and timelines are up to date
• Represent the service organization in technical and enablement work efforts to improve partner capacity, skills and performance, identify gaps to service partner needs and competitor programs and recommend and implement enhancements
• Lead agile workstreams to respond to changing market requirements and partner needs.
• Support the management of the $30M+ Service Fund per year to efficiently allocate technical resources, infrastructure credits, and GTM accelerators to drive revenue return for IBM via its service partner partnerships.
• Build compendium of successful case studies across Service Fund and other IBM programs meant to drive the success of our partners focused specifically on demand generation, practice building, and client activation.
• Perform statistical analysis of investments by type, to drive efficient allocation across partner resources, IBM resources, and infrastructure credits
• Statistical deep dive at the partner level to determine which partners are potential candidates for further investment to accelerate growth with IBM including alignment with growth expectations across key markets tied to local priority partners and practices.
• Timeline review to inform future investment availability based on average time to attainment on revenue and consumption of investment dollars.
• Statistical analysis to determine the likelihood of investments being successful based on a variety of factors, such as deal size, product utilized, geography, and partner competency.
• Understanding of IBM offerings to broaden knowledge on a variety of software and hardware offerings, and how those fit in with investments
• Handle partner escalations around investments and work with internal stakeholders to resolve
Experience in ecosystem sales, strategies, consulting, and ability to anticipate, create and define innovative and visionary concepts in strategic environment.
• Verbal/written communication and data presentation skills, including an ability to effectively• Fundamental financial analysis skills, such as running Discount Cash Flow Analysis, Return on Investment, and Return on Invested Capital calculations
• Ability to present complex statistical analysis in simple & actionable format to executives
• Entrepreneurial spirited self-starter who moves projects forward with little direction
• Experience leading cross-functional teams in a highly collaborative environment
• Command of the broader tech landscape and an interest in keeping up to date with developments in innovation and partner ecosystem
• Experience creating scalable business activation processes and leading a global rollout
• Ability to develop and implement strategies with executive review.
Minimum Qualifications
1. 4+ years of strategy consulting or investment experience
2. 2+ years of experience managing complex projects and launching new initiatives
3. 4-year degree
1. Experience managing strategic partnerships and building go-to-market alliances.3. Ability to build detailed financial models and articulate at higher level to senior leadership.
4. MBA degree
• Lead the assessment of the current state, work with stakeholders to set the future state strategy, identify gaps, and then actively engage stakeholders to meet service partner outcomes in line with the strategy.
• Act as the single-threaded-owner for service partner training and enablement initiatives, and will be responsible for working with cross-functional stakeholders to identify gaps in capability, and develop and land enablement programs in alignment with our strategic priorities
• Ensure IBM client sellers and partners, in technical and delivery/sales roles, are equipped with the content, training, and knowledge necessary to navigate customer conversations and opportunities at all stages of the sales cycle
• Perform detailed business needs assessments in coordination with the Ecosystem Engineering team, IBM sales enablement, and others to uncover partner capability gaps, accelerate learning, and deploy enablement and educational material across service partners
• Drive creation, alignment, and customization of partner enablement content and mechanisms with key stakeholders including Sales and Service teams, Partner Marketing, and Partner Management
• Analyze and evaluate training programs to ensure content, initiatives, and timelines are up to date
• Represent the service organization in technical and enablement work efforts to improve partner capacity, skills and performance, identify gaps to service partner needs and competitor programs and recommend and implement enhancements
• Lead agile workstreams to respond to changing market requirements and partner needs.
• Support the management of the $30M+ Service Fund per year to efficiently allocate technical resources, infrastructure credits, and GTM accelerators to drive revenue return for IBM via its service partner partnerships.
• Build compendium of successful case studies across Service Fund and other IBM programs meant to drive the success of our partners focused specifically on demand generation, practice building, and client activation.
• Perform statistical analysis of investments by type, to drive efficient allocation across partner resources, IBM resources, and infrastructure credits
• Statistical deep dive at the partner level to determine which partners are potential candidates for further investment to accelerate growth with IBM including alignment with growth expectations across key markets tied to local priority partners and practices.
• Timeline review to inform future investment availability based on average time to attainment on revenue and consumption of investment dollars.
• Statistical analysis to determine the likelihood of investments being successful based on a variety of factors, such as deal size, product utilized, geography, and partner competency.
• Understanding of IBM offerings to broaden knowledge on a variety of software and hardware offerings, and how those fit in with investments
• Handle partner escalations around investments and work with internal stakeholders to resolve
Experience in ecosystem sales, strategies, consulting, and ability to anticipate, create and define innovative and visionary concepts in strategic environment.
• Verbal/written communication and data presentation skills, including an ability to effectively• Fundamental financial analysis skills, such as running Discount Cash Flow Analysis, Return on Investment, and Return on Invested Capital calculations
• Ability to present complex statistical analysis in simple & actionable format to executives
• Entrepreneurial spirited self-starter who moves projects forward with little direction
• Experience leading cross-functional teams in a highly collaborative environment
• Command of the broader tech landscape and an interest in keeping up to date with developments in innovation and partner ecosystem
• Experience creating scalable business activation processes and leading a global rollout
• Ability to develop and implement strategies with executive review.
Minimum Qualifications
1. 4+ years of strategy consulting or investment experience
2. 2+ years of experience managing complex projects and launching new initiatives
3. 4-year degree
1. Experience managing strategic partnerships and building go-to-market alliances.3. Ability to build detailed financial models and articulate at higher level to senior leadership.
4. MBA degree
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