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Brand Partner Specialist

4 months ago

Montréal, Canada IBM Full time

**Introduction**
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

**Your Role and Responsibilities**
As a Brand Partner Specialist - Territory, your mission is to navigate IBM Ecosystem programs to bring the right brand technical, co-marketing, and go-to-market enablement assets which drive prospecting, opportunity identification, or solution co-creation with your assigned Partners. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and Partners you grow revenue in your assigned Brand portfolio by increasing Partner SELL Motion activities for your Select territory.
- Territory Planning & Partner Management- Develop Partner territory plans to identify strategic growth areas, revenue objectives, enablement goals, key Partners; Set milestones to measure successful execution of the territory plan - Engage IBM local country/market sales teams, Digital Sales teams, marketing, and technical teams to accelerate Partner success - Assess progress vs plan quarterly with country/market Ecosystem leader and Brand FLM’s- Sales Execution & Cross IBM Engagement- Establish quarterly partner / territory opportunity roadmap and progression management system to address Client challenges, and track passed leads from IBM Brand Sales and IBM Digital sellers - Engage directly with Partners and their Clients in support of high value engagements and opportunities - Leverage Ecosystem programs, co-marketing, and ISC/PRM tooling to drive joint demand generation, prospecting, or solution co-creation - Connect Partner and IBM sellers in city/country/markets serviced by the Partner to facilitate local execution of prospecting, lead passing, and go-to-market activates - Augment Partner and Client engagements with IBM’s breadth of capabilities, connecting Partner with the extended Ecosystem sales team as needed; Maintains strong relationships with IBM Partner Technical Specialists to align sales efforts with offering capability roadmaps - Applies knowledge of Ecosystem licensing and contracting models to shape solutions supporting brand specific business strategies- Managing for Growth- Plan (as appropriate) local Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI) - Increase sales velocity with better Partner lead-passing discipline as well as identifying / closing Partner skills gaps, capability and capacity - Grow sales margin by expanding Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points and Brand offering roadmaps to enable Partners to develop follow-on sales sales strategySkills and Experience:

- Ability to co-sell with Partners in front of Clients
- Influence Client's & Partner's Technology Decision
- Ability to create a territory plan for, communicate with, and advise Business Partners
- Knowledge of Tools & Processes which accelerate the sales cycle, including knowledge of technology pricing/subscription models
- Experience with Design Thinking methodology
- Prior channel partner sales experience

+ Brand revenue attained by Partners within assigned Select territory

+ Ecosystem revenue growth within assigned Select territory

+ Increased Partner engagement as measured by participation in Brand results

+ Strategic Ecosystem growth metrics including BPOI, number of revenue generating partners by Brand, NPS

**Required Technical and Professional Expertise**
- Expertise with the IBM Sustainability Portfolio : this role will be a portfolio seller across Maximo Asset Management, Sterling, TRIRIGA platform. Envizi and Environmental Intelligence Suite
- Experience within one or more of the following industries: Cross Industry including Provincial and Local Government.
- Travel: a few days per quarter (occasional).

**Preferred Technical and Professional Expertise**
- At least 5 years of experience with the IBM and/or competing solutions
- Sales consulting and/or implementation experience is a plus
- Understanding of the systems and products that make up the Sustainability Portfolio.

**About Business Unit**

IBM 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 complemen