Technology Sales

6 days ago

Montréal, Canada IBM Full time

**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.

**Your Role and Responsibilities**
With 1st 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.

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 local country /market sales teams, Digital Sales teams, Marketing, and technical teams to activate joint go-to-market plans of high value engagements and opportunities.
- Activating partner capabilities and capacity by executing skills enablement plans, co-marketing strategies, and leveraging promotions and incentives at the partner firm and seller level.
- Collaborating with others to deliver results, meaningfully contributing to immediate and 3rd party teams whilst prioritizing group needs over individual ones.
- Negotiating to successfully obtain commitment to solutions, while maintaining integrity and relationships with internal team, external partners, and clients.

**Required Technical and Professional Expertise**
- Demonstrates knowledge in IBM Data & AI Software solutions with depth of skills in one or more of the specific Data & AI solution pillars
- Skilled in Hybrid Cloud technologies (Containerization, OCP, ROKS, etc.) to integrate an IBM Technology POV with Partners overall technical architectures
- Proficient in Design Thinking, Architecture, and Development principals to convince Partners to adopt IBM Technology into solutions, practices, and offerings
- Identify the right Ecosystem Partner with the right skills to help drive IBM Data & AI Software opportunities to closure
- Solution co-creation with our Ecosystem Partners (and internal IBM resources if needed)
- Earn trust and influence partner’s tech agenda with a reputation of deep industry knowledge within the IBM Data & AI brand and associated portfolio
- Facilitate pre-sales technical activities (i.e. RFPs, discovery, joint proof of technology, demonstrations, etc. between partners and IBM)
- Creatively prescribe solutions to help solve a client’s business initiatives and challenges
- Communicating solution proposals at any level of the business required from a CxO to a detailed business and/or technical sponsor
- Possess a deep understanding of the IBM Data & AI Software Ecosystem Partners network
- Possess a deep understanding of Sell/Build/Service Ecosystem motions and business models, e.g., capabilities in consultative / complex technical sales, architecture design, technology solution development
- Skilled in all the IBM sales tools (TechZone, PartnerWorld, etc.) and teams (Build Lab, F2F sellers, offering mgmt., etc.) to enable Partners with tools, training, and infrastructure to showcase and prove the value of IBM Technology
- Ensures client success through deployment strategies (i.e. Engaging business partner and services to help a customer successfully deploy the technology)
- Contributes to Opportunity Identification

**Preferred Technical and Professional Expertise**
- Must have a proven record of successfully understanding client issues and pulling together strategies to ensure the client is successful.
- Excellent communication and organization skills to help facilitate and manage multiple sales opportunities across multiple partners
- Excellent partner and customer relations; verbal and written communications skills.
- Ability to successfully work with partners, sales reps and other IBM’ers to close business deals.
- Ability to learn

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