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Brand Partner Specialist - Territory (BPS-T) - West

IBM

IBM

Posted on Wednesday, January 24, 2024
Introduction
The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on, ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Brand Partner Specialist -Territory (BPS-T) your mission is to go to market with IBM’s highly skilled Sell (resell) partners. You will jointly identify prospects within new targets and existing IBM clients, market and sell IBM’s Sustainability Software solutions, and collaborate with the Sell partner to close sales transactions. You may leverage technical, co-marketing, and go-to-market enablement resources with these partners to jointly drive prospecting, opportunity identification, and solution co-creation. You will align territory planning, demand generation, lead passing, and sales execution between you and various Sell partners to grow revenue in your assigned territory.
Engaging directly with clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM’s breadth of capabilities to align your sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, while ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.

Your Role and Responsibilities
Naturally skilled in developing and cultivating professional relationships, you will be client-facing, but all sales transactions will be fulfilled through Sell partners. You will identify new and existing client prospects, jointly market, and close sales in close collaboration with Sell partners in order to achieve your assigned revenue targets. You’ll develop territory plans that identify strategic growth areas, revenue objectives, enablement goals, and milestones to measure successful delivery of your territory plans.
Your primary responsibilities will include:
  • Go to Market with IBM Sell Partners: Engage IBM local technical sales teams, Product SMEs, Marketing, and other teams to enhance your partners’ success.
  • Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
  • Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity.
  • Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.


Required Technical and Professional Expertise

  • Sales Success: Proven success selling software and/or SaaS offerings, preferably in conjunction with a resell partner.
  • Technology Partner Sales Offering Expertise: Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.
  • Proven Co-Selling Success: Have a proven, successful history of co-selling with partners in front of their clients.
  • Effective Communication and Relationship Development: Demonstrate success in communication and personal relationship development at all levels across colleagues, partners, and clients.
  • Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.


Preferred Technical and Professional Expertise

  • Comprehensive Knowledge of IBM’s Product Suite: Possess a strong understanding of IBM’s product suite (full training on IBM’s technologies will be provided).
  • Understanding IBM’s Competitive Distinctions: Grasp IBM’s competitive differentiations as well as the position of competitors in the market.