As a PTS-T role, you will expand Ecosystem partner skills coverage for your specialty that scales success in your territory, working closely with the PTS-P and your seller. Your understanding of the Ecosystem GTM combined with a territory plan enables you to identify and involve the right Ecosystem Partners with the right skills for client and territory success. You will use your technical expertise to deliver POX’s on client opportunities while at the same time building the partner‘s technical capacity measured by BP POX Autonomy.
You will be accountable for the following:
Business Development
- Working with Select Territory Clients and their Partners, influence clients’ technology
- strategy through IBM Brand Solution proposals, technical proofs (POX’s) and compelling value propositions.
- Win with Ecosystem Partners against competitors by co-developing a superior technical solutions that deliver maximum client business value.
- Leverage client opportunities to grow the technical capability of Ecosystem Partner measured by BP POX Autonomy.
- Identify technical opportunities in the territory.
Progression & Deployment
- Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions.
- Collaborate with other IBM Sales roles including Client Enginnering, PTS-Partner, teams and Ecosystem Partners on client opportunities which leverage your expert Brand Solution expertise.
- Advocate the architectures that demonstrate the business value of IBM Technology
- Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients while developing partner technical capacity.
Managing Growth
- Evangelize IBM’s Hybrid Cloud and Technology Strategy and Portfolio with your clients and partners to increase adoption of IBM Technology.
- Seek cross-brand selling through team account planning to maximize the penetration of IBM Solutions broadly across your territory Engage with partners to use reference selling, competitive positioning and early sales cycle proofs to capture and grow solution opportunities.
- Proactively engage with the other Ecosystem roles to grow the technical capability of Ecosystem Partners in your brand specialty in order to scale the IBM business in your territory.
Proficiency in IBM Storage solutions is added advantage. Similar storage technologies is is essential covering the following:
- AI Ops for Storage
- Archive and Backup
- Block Storage
- Container Services
- File & Object Storage
- Mainframe Storage
- Networking
- Protection & Compliance
- Unified Storage
