Technology Sales

2 weeks ago

Wellington, Wellington, New Zealand IBM Full time

Introduction

As a Hybrid Cloud - Systems Specialist with a designated customer portfolio within IBM means co-creating with clients and colleagues in one of the most trusted, respected and awarded teams in its space.

When clients want cyber resiliency, modern systems solutions they think of IBM.

A career with us gives you exceptional exposure to the latest technology; the brightest thought-leaders to learn from; and the most influential clients to help shape the world with.


Your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation.

By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and partners you'll grow revenue in your assigned portfolio by increasing your partners' 'Sell' activities for your territory.


Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM's breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support the business strategy.


Your Role and Responsibilities
Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your partners.

You'll develop territory plans that identify strategic growth areas, revenue objectives, enablement goals, and milestones to measure successful delivery of your key goals.

We're passionate about success.

If this role is right for you, then your achievements will mean that your career is flourishing, your partners are winning, and your clients are thriving.

To help ensure this win-win-win outcome, a 'day-in-the life' of this role may include, but not be limited to

  • Engaging IBM local country /market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.
  • Leveraging Ecosystem programs, comarketing, and sales tooling to drive joint demand generation, prospecting, or solution cocreation.
  • Increasing sales velocity with improved partner leadpassing discipline, as well as identifying and closing partner skills gaps, capability and capacity.
  • Negotiating to successfully obtain commitment to solutions, while maintaining integrity and relationships with internal teams, external partners and clients.

Required Technical and Professional Expertise

  • Expertise in building and going to market with technology partner sales offerings that drive strong, twoway, revenue generating collaborations.
  • A proven, successful history of coselling with partners in front of their clients.
  • Demonstrable success of communication and personal relationship development at all levels across colleagues, partners and clients.
  • A track record of consistently achieving targets with and through others demonstrating high performance, whilst challenging self and others to consistently deliver results.
  • A passion for an ecosystem delivered hybrid cloud world

Preferred Technical and Professional Expertise

  • Depth and breadth of knowledge regarding the hybrid cloud market in order to consult and advise, and quickly grow your reputation as your clients' credible, trusted advisor. (Training on IBM's offerings is provided)

About Business Unit


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


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 50 companies relying on the IBM Cloud to run their business.

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