Introduction
This is a hunter sales role focused on Cloud and Cognitive software and Cloud Platform. This individual is a seasoned competitive seller and subject matter expert capable of driving complex Cloud Platform, Software, SaaS, and ESA deals. Candidate should be comfortable with C suite executives, and leading IBMers through collaborative influence and sales leadership.
The role will lead the development of the overall account plans with primary responsibility for identifying and prioritizing opportunities and developing cloud solutions involving multiple brands and elements. The role involves opportunity identification, working with the extended IBM team to close transactional sales for all IBM brands (hardware, software, services) leveraging IBM’s solutions, and leading the combined sales teams in efforts that drive revenue and maintain high client satisfaction.
Your Role and Responsibilities
Roles and responsibilities:
- Owns and Managing IBM Security Partner Ecosystem; assigned to specific partner or group of partners.
- Responsible for achieving partner revenue targets.
- Manages pipeline development and progression of deals for aligned partners.
- Coordinates ecosystem team across technical, sales, partner growth, etc to deliver superior value and services to partners.
- Voices/advocates for partners within IBM (connects partners to key resources across IBM, BUs and sellers).
- Drives sell-to and sell-through revenue across IBM brands
- Works to drive joint GTM with partners and helps progress deals.
- Grows IBM capabilities within partner on IBM’s technology and business agenda (Security)
- Provides offers, programs and contracting knowledge to partners.
- Helped managed partners to get the best support from IBM through enablement, co-marketing, account planning, opportunity seeding, and business planning to ensure positive growth by doing business with IBM Security.
Skills and Experience Required:
- Has at least 10+ years of experience in sales role. Preferably channel sales experience.
- Experience from Security Services or Software solution, Cloud, or similar areas.
- Solid experience in enterprise sales roles and/or partner development.
- A background in consultative customer engagement.
- Written and verbal communication skills; ability to present to executives and senior executives.
- Ability to sell solutions in a multiproduct environment, On-prem, Hybrid or as a Service.
- Proven ability to work with global cross-functional teams and achieve success for customers.
- Balance of strategic and tactical skills.
- Solution selling approach, Business case, ROI etc.
Preferrer Skills and Attributes:
- 2+ years of experience in a direct customer-facing technical sales role / business partner role
- 2+ years of exp. developing, security solution, hybrid cloud and AI accounts and relationships
- Experience with, and Understanding of Cloud Architecture and DevOps(Public, Private, Hybrid, Multicloud)
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