Partner Sales Specialist

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms.
As a Brand Partner Specialist (Territory) 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 brand-specific business strategies.
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 responsibilitiesThis Wellington based role will be focusing on collaborating with Brand & Technical leaders to up-sell and cross-sell opportunities to government clients.
This role will assist in improving squad execution, cross-selling, and client reach.
Your mission is to collaborate with IBM business partners to sell IBM Technology and Platform solutions into the assigned 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.
The role accountabilities includeTerritory Planning & Partner ManagementSales Execution & Cross IBM EngagementManaging for GrowthWhat are your Objectives and Key Results?IBM Platform revenue attained by Business Partners within assigned Select territoryIBM Ecosystem revenue growth within assigned Select territoryIncreased Business Partner engagement as measured by participation in IBM Platform resultsStrategic Ecosystem growth metrics including BPOI, number of revenue generating Business Partners by PlatformRequired educationBachelor's Degree
Required technical and professional expertiseWhat capabilities do you need?Ability to prospect and generate demandAbility to co-sell with IBM Business Partners in front of ClientsInfluence Client's & IBM Business Partner's Technology DecisionAbility to create a territory plan for, communicate with, and advise Business PartnersKnowledge of IBM tools & processes that accelerate the sales cycle, including knowledge of IBM technology pricing/subscription modelsExperience with Design Thinking methodologyABOUT BUSINESS UNITIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue.
The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally.
These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation.
By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships.
This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities.
Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply.
IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBMIn 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 every day, 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 every day 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 IBMIBM'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 50 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.
OTHER RELEVANT JOB DETAILSFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Job ID
15147
City / Township / Village
Wellington
State / Province
Wellington
Country
Work arrangement
Hybrid
Area of work
Employment type
Regular
Position type
Professional
Some travel may be required based on business demand
Company
(0099) IBM New Zealand Limited
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?

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