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IBM Ecosystem Leader 
Malaysia, Selangor 
132825629

24.06.2024

Role and Responsibilities :
  • Candidate should be comfortable with C suite executives, and leading IBMers through collaborative influence andsalesleadership.
  • Lead and guide the sellers toco-create business growth plans with partners gaining C-Level support of joint growth initiatives leveraging IBMSalesPlay and relevant partner programs
  • Owns and manages the relationship with partners; assigned to specific partner or group of partners.
  • Responsible for achieving partner revenue targets.
  • Manages pipeline development and progression of deals for aligned partners.
  • Coordinates ecosystem team across technical,sales, partner growth, etc to deliver superior value and services to partners.
  • Advocates for partners within IBM (connects partners to key resources across IBM, BUs and sellers).
  • Drives sell-to and sell-through revenue across IBM software brands
  • Works to drive joint GTM with partners and helps progress deals.
  • Grows IBM capabilities within partner on IBM’s technology and business agenda (eg.Hybrid Cloud& AI)
  • Drive joint initiatives managed via QBRs, Custom Growth Initiatives (CGI) and Cloud Engagement Fund (CEF)
  • Provides offers, programs and contracting knowledge to partners

Skills and Experience Required:

  • Has at least 10+ years of experience insalesrole. Preferably Software partnersalesexperience.
  • Demonstrates understanding of the Partner ecosystem and how IBM works with Partners
  • Has knowledge of IBM solutions along with strong knowledge of IBM Software
  • SalesExperience from any of the areas such asHybrid cloud,Data & AI,Security, Cloud and Automation.
  • Solid experience in enterprisesalesroles and/or partner development.
  • Ability to sell solutions in a multiproduct environment, On-prem, Hybrid or as-a- Service.
  • Proven ability to work with global cross-functional teams and achieve success for customers.
  • Balance of strategic and tactical skills.
  • Solution selling approach, Business case, ROI etc.
  • Demonstrate ability to lead teams and people

As above.
As above.