Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms.
The mission of the Ecosystem Technology Seller is to drive the IBM Technology strategy with the largest IT spenders and most valuable clients that have been pre-defined in each territory, focusing especially to expand IBM footprint in the predefined high potential new clients that IBM has no presence today.
Your Role and Responsibilities
- Owns cross-brand prospecting and sales execution (applicable to Data and AI, Automation, Security SW, Sustainability SW, Power and Storage)
- Drives play selection aligned to the needs of the Market, Squad, Brands and potential (e.g. install base, cross-sell, & whitespace plays)
- Engages Brand FLM's and Sellers to complete play execution
- Shares best practices across Sellers, Squads, and Brands
- Work with the Ecosystem partner to bring an overall IBM POV on hybrid cloud and AI
- Identify client's requirements using the Industry Handbook
- Validates the client's requirement with use cases and PoX
- Generates opportunity identification leading to acquisition of the high potential new clients
Required Professional and Technical 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 Professional and Technical 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.
Required Technical and Professional Expertise
As above.
Preferred Technical and Professional Expertise
As above.
About 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.
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.
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