Brand Sales Specialist, webMethods & StreamSets at IBM

Your role and responsibilities

• Territory Planning and Partner Management
• Co-develop territory plans with IBM Business Partners that focus on expanding the IBM install base, cross-selling, and growing strategic / priority offerings that meet sales objectives
• Engage IBM local country/market sales teams, Ecosystem, product, marketing, and technical teams to accelerate the success of Business Partners in your territory
• Engage with squad leader and squad members monthly to identify opportunities to collaborate across IBM Business Partners and mutual clients focusing on cross-selling
• Assess progress vs plan quarterly with country/market Ecosystem leader, squad leader, and FLMs
• Sales Execution and Cross IBM Engagement
• Plan (as appropriate) local IBM Business Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
• Increase sales velocity with better Business Partner lead-passing discipline as well as identifying / closing Business Partner skills gaps, capability and capacity
• Grow sales margin by expanding IBM Business Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points to enable Partners to develop follow-on sales strategy
• Managing Growth
• Plan (as appropriate) local IBM Business Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI)
• Increase sales velocity with better Business Partner lead-passing discipline as well as identifying / closing Business Partner skills gaps, capability and capacity.
• Grow sales margin by expanding IBM Business Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points to enable Partners to develop follow-on sales strategy

Required education

• Associate's Degree/College Diploma
• Preferred education
• Bachelor's Degree

Required technical and professional expertise

• Depth of skills in assigned IBM Platform with knowledge of IBM Technology solutions in order to support Partner's Sell/Build/Service sales opportunities
• Leverage Design Thinking, Architecture and Developer principles, and Competitive insights to articulate an IBM point of view (PoV) related to IBM Platform solutions, Sales Plays, and Technology Decision Points to foster confidence in Partners to lead with and promote IBM Platform offerings.
• Utilize project management, strategic communication, Partner/Client insights, sales tooling (ISC/PRM- Partner Portal reporting), and territory planning to manage Business Partner activities (e.g. sales campaigns, lead pass/progression, enablement, Partner advocacy, and local recruitment strategy with key Value Added Distributors (VADs))
• Possess a deep understanding of Sell/Build/Service Ecosystem motions, Partner Plus, and co-marketing programs, resources (e.g., Technology Zone, Sales Kits, etc.), and IBM Platform initiatives to motivate Business Partners by connecting IBM Ecosystem point of view (PoV) with Partner’s business objectives and accelerate time to value through 'show vs. tell' approach
• Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.
• Experience developing and presenting clear and concise sales briefings/meetings.
• Demonstrable success in meeting and exceeding a quota.

Preferred technical and professional experience

• 6+ years of experience selling middleware technologies, cloud architecture, integration platforms.
• Familiarity with IBM, webMethods and StreamSets products and services