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IBM Brand Partner Specialist BPS Automation 
Philippines, Maypajo 
606256433

24.06.2024

Your Role and Responsibilities

  • Business partner / BP ecosystem performance management:
    • Manage BP sales team on prospecting, customer coverage, pipeline generation
    • Achieve good collaboration / synergy with BP on opportunity qualification, progression & closure
    • Develop and execute co-marketing activities for demand generation (executed with support from marketing team)
    • Track & address BP skills requirements & development needs to build high proficiency BPs to grow BPs sales & support capacity
    • Manage overall BP performance on sales, skills growth, forecast accuracy, customer reach
  • Track, Manage, Report sales progression
    • Achieve deep insight of BP opportunity, including steps to closure, stakeholder analysis, procurement process, risk identification
    • Mitigate risk from change and variation in the engagement process to deliver consistent growth
    • Deliver accurate, closest-to-pin sales forecast & achieve sales closure in a timely manner
    • Have forward looking view on pipeline building activities to ensure consistent and sufficient pipeline to meet sales target
    • Achieve excellent sales management hygiene using IBM’s sales management tools, reports & processes
  • Manage Customer Satisfaction
    • Achieve high end-user / customer satisfaction through BP’s solutioning integrity & delivery quality; effectively manage and exceed expectation
    • Address customer satisfaction issues & complaints regarding IBM Product and/or BP performance issues
    • Build portfolio of external, customer referenceable accounts/projects
  • Industry track record
    • Relevant sales experience particularly in Malaysian major banks and customers in the Financial Services Industry
    • Experience in software sales and familiar with on-premise, Sw-as-a-service (cloud), and hybrid consumption/deployment models
    • Established strong management and C-level relationship based on strong industry knowledge, alignment of business requirements to technology initiatives – i.e a trusted advisor
    • Deep understanding of technology trends and global geopolitical changes and their impact on the local FSI industry
    • Strong commitment to highest standards of business ethics, regulatory compliance & governance
  • Communications
    • Excellent networking abilities, both in growing existing relationship and in ‘opening doors’ to new relationships
    • Excellent ‘story-telling’, ability to techno-speak to a ‘non techno-savvy’ audience, simplify complex ideas into an ‘elevator pitch’; be the ‘bridge’ between the technical and business communities
    • Good at building trust and competency-based relationships; delivering to commitments
    • Strong problem skills coupling business acumen, technology know-how and effective project management discipline


Required Technical and Professional Expertise

  • Tech Sales Success: Demonstrated success in technology sales, particularly in acquiring new clients.
  • Business Acumen and Communication Skills: Possess strong business acumen and effective communication skills.
  • Engaging, Compelling, and Influential Communication: Ability to communicate in an engaging, compelling, and influential manner.