Your role and responsibilities
Naturally skilled in developing and cultivating professional relationships, you'll establish a trusted advisor relationship with your assigned 'Sell' partners. You'll 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: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.
- 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
Bachelor's Degree
Preferred education
Required technical and professional expertise
- Has at least 5 years of experience in Sales, Technology Sales, and similar role in Automation solutions.
- Proven track record in the following skills:
- Technology Partner Sales Strategy:
- Proven Co-Selling Success: Demonstrated history of successfully co-selling IBM Automation offerings alongside partners, delivering value to clients through collaborative engagements.
- Relationship-Driven Sales Execution: Cultivate and strengthen relationships across IBM, partners, and clients to drive business outcomes, ensuring seamless communication and trust at all levels.
- Consistent High Performance: Track record of exceeding sales targets by effectively collaborating with partners, identifying new opportunities, and driving adoption of IBM Automation solutions.
- Market Expansion & Innovation: Drive adoption of IBM Automation by identifying market trends, co-developing innovative solutions with partners, and positioning IBM as a leader in data-driven transformation.
Preferred technical and professional experience
- Deep Product Expertise: Develop a strong understanding of IBM’s Automation solutions and broader product suite to effectively position offerings that meet client needs.
- Competitive Market Insight: Leverage knowledge of IBM’s competitive differentiators and industry landscape to articulate unique value propositions and drive informed client decisions.
- Solution-Oriented Selling: Translate technical capabilities into business value, helping clients navigate data challenges and maximize outcomes with IBM’s Automation.
