IBM Brand Partner Specialist - Channel Sales 

China, Hong Kong, Hong Kong Island 

512034116

You’ll grow revenue in your assigned Brand portfolio by increasing partner ‘Sell’ activities and overall go-to-market sales execution across all IBM territories covered by your partners. Assigned to ‘Sell’ partners by brand, you’ll influence their sales, technical, and practice leads to increase adoption and co-create on their clients’ solutions with IBM brand offerings over competitive alternatives.

Your Role and Responsibilities

With 1class skills in developing and cultivating professional relationships, you’ll establish trusted advisor status with your assigned ‘Sell’ partners. You’ll develop partner plans for assigned key partners, which identify strategic growth areas, revenue objectives, enablement goals, and define key milestones to measure success.

Your primary responsibilities will include:

• Engagement with Local Sales Teams and Partners

• Partner Enablement and Collaboration : Activate partner capabilities and capacity by implementing skills enablement plans, co-marketing strategies, and leveraging promotions and incentives at both the partner firm and seller level.

• Collaboration for Results : Collaborate with others to deliver results, making a meaningful contribution to both immediate and third-party teams, while prioritizing group needs over individual ones.

• Negotiation for Commitment : Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.

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 Expertise

• Comprehensive Knowledge of IBM’s Product Suite : Possess a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).

• Understanding IBM’s Competitive Distinctions : Grasp IBM’s competitive differentiations as well as the position of competitors in the market.