IBM Brand Partner Specialist BPS Automation 

Philippines, Maypajo 

606256433

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.