Introduction

• As a Brand Partner Specialist

• Territory for web Methods and Stream Sets, your mission is to collaborate with IBM business partners to sell IBM Technology and Platform solutions (web Methods and Stream Sets) into your territory of client accounts. You must be an expert and advocate for your IBM platform's technology and its associated offerings.

• You deeply understand and advocate IBM's Partner Plus program, aligning the right IBM technical, co-marketing, go-to-market tools and resources to drive demand generation, opportunity progression, and/or solution co-creation between IBM Business Partners engaging clients within your territory.

• You coordinate across IBM teams (e.g., sales, technical, product, marketing, etc.) and IBM business partners to drive territory planning, demand generation, progression (through technical expertise), and closure by solving our client's business problems.

Your role and responsibilities

• Territory Planning and Partner Management
  Co-develop territory plans with IBM Business Partners that focus on expanding the IBM install base, cross-selling, and growing strategic / priority offerings that meet sales objectives
  Engage IBM local country/market sales teams, Ecosystem, product, marketing, and technical teams to accelerate the success of Business Partners in your territory
  Engage with squad leader and squad members monthly to identify opportunities to collaborate across IBM Business Partners and mutual clients focusing on cross-selling
  Assess progress vs plan quarterly with country/market Ecosystem leader, squad leader, and FLMs
• Sales Execution and Cross IBM Engagement
  Plan (as appropriate) local IBM Business Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
  Increase sales velocity with better Business Partner lead-passing discipline as well as identifying / closing Business Partner skills gaps, capability and capacity
  Grow sales margin by expanding IBM Business Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points to enable Partners to develop follow-on sales strategy
• Managing Growth
  Plan (as appropriate) local IBM Business Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
  Increase sales velocity with better Business Partner lead-passing discipline as well as identifying / closing Business Partner skills gaps, capability and capacity.
  Grow sales margin by expanding IBM Business Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points to enable Partners to develop follow-on sales strategy

Required education
Associate's Degree/College Diploma
Preferred education
Bachelor's Degree
Required technical and professional expertise

• Depth of skills in assigned IBM Platform with knowledge of IBM Technology solutions in order to support Partner's Sell/Build/Service sales opportunities
• Leverage Design Thinking, Architecture and Developer principles, and Competitive insights to articulate an IBM point of view (PoV) related to IBM Platform solutions, Sales Plays, and Technology Decision Points to foster confidence in Partners to lead with and promote IBM Platform offerings.
• Utilize project management, strategic communication, Partner/Client insights, sales tooling (ISC/PRM- Partner Portal reporting), and territory planning to manage Business Partner activities (e.g. sales campaigns, lead pass/progression, enablement, Partner advocacy, and local recruitment strategy with key Value Added Distributors (VADs))
• Possess a deep understanding of Sell/Build/Service Ecosystem motions, Partner Plus, and co-marketing programs, resources (e.g., Technology Zone, Sales Kits, etc.), and IBM Platform initiatives to motivate Business Partners by connecting IBM Ecosystem point of view (PoV) with Partner's business objectives and accelerate time to value through 'show vs. tell' approach.
• Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.
• Experience developing and presenting clear and concise sales briefings/meetings.
• Demonstrable success in meeting and exceeding a quota.

Preferred technical and professional experience

• 6+ years of experience selling middleware technologies, cloud architecture, integration platforms.
• Familiarity with IBM, web Methods and Stream Sets products and services.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status. The Company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with different abilities to apply.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.