Technology Sales - Brand Partner Specialist (Partner)

Job description / Role

Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Partner), your mission is to engage the right technical, co-marketing, and go-to-market enablement resources, which support your assigned partners to drive prospecting, opportunity identification, and solution co-creation for their clients.

You'll grow revenue in your assigned Brand portfolio by increasing partner 'Sell' activities and overall go-to-market sales execution across all IBM territories covered by your partners. Assigned to 'Sell' partners by brand, you'll influence their sales, technical, and practice leads to increase adoption and co-create on their clients' solutions with IBM brand offerings over competitive alternatives.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst 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

With 1 st class skills in developing and cultivating professional relationships, you'll establish trusted advisor status with your assigned 'Sell' partners. You'll develop partner plans for assigned key partners, which identify strategic growth areas, revenue objectives, enablement goals, and define key milestones to measure success.

A natural collaborator and networker, you'll be the lynchpin between partner engagements and IBM's breadth of capabilities (e.g., Hybrid Cloud Build Team, Technical Sellers, Expert Labs, Marketing) as you experientially co-create on demos and prototypes that compel clients to invest in IBM's products, services, and people.

Your primary responsibilities will include:

- Engagement with Local Sales Teams and Partners : Engage local country/market sales teams, Digital Sales teams, Marketing, and technical teams to activate joint go-to-market plans for high-value engagements and opportunities.

- Partner Enablement and Collaboration : Activate partner capabilities and capacity by implementing skills enablement plans, co-marketing strategies, and leveraging promotions and incentives at both the partner firm and seller level.

- Collaboration for Results : Collaborate with others to deliver results, making a meaningful contribution to both immediate and third-party teams, while prioritizing group needs over individual ones.

- 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

- 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.

About the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.