IBM Ecosystem Leader 

Malaysia, Selangor 

132825629

• 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.