IBM Partner Success Channel Segment Leader - Management & Platform (M&P) in Boston, Massachusetts
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
What can you do at IBM? You can innovate breakthroughs and help make life changing impact. You can experience the ability to change job, profession, industry - all within one organization. And you can experience an inclusive, collaborative culture with the support of over 380,000 colleagues worldwide. Imagine what you can do and experience. Embrace doing your best work ever, and let's put smart to work.
IBM is on the forefront of cloud and the leader of multi-cloud environments. IBM continues to reinvent itself as it focuses on client's IT needs that solve real business problems. IBM is making a difference in the word by enabling clients to tap into knowledge and insight not available before. Joining IBM as a Segment Leader is a great opportunity to grow your talents and challenge yourself as IBM continues to transform in the hottest industry today by teaming with business partners to meet client needs.
The Management & Platform (M&P) Channel Segment Leader will have the following primary responsibilities for the M&P product area (sample products: Websphere Application Server, Netcool, DevOps):
Deliver business partner (BP) channel Go-To-Market strategy, grounded in the reality of existing coverage models and available resources.
Create prescriptive geographic region (Geo) and BP sales plays for each offering segment (including distributor Roadmaps to Revenue) by compiling, creating and/or editing sales assets such as: sales kits, quick-hit guides, partner-specific value propositions, partner briefings and partner market analyses.
Deliver this information to the Geos and BPs via webinars, newsletter inserts, face-to-face workshops, social media and sales academies.
Act as the subject matter expert in all aspects of the partner ecosystem in the assigned product platform.
Ensure that partners have everything necessary to compete and win with growth clients (similar to small and medium business) and mid-size clients.
Interact with multiple offering management teams to coach and guide the teams to ensure offerings are partner-ready, helping create and update the appropriate checklists and business approaches.
Identify performance gaps by offering by Geo and create action plans, in conjunction with the Geos, to close the gaps, then track success of the actions.
Act as the escalation point for Geos and business partners on offering issues they cannot resolve themselves or lack the authority to decide, finding the right IBM resource and driving the matter to resolution.
Sustain collaborative relations with key partners worldwide to provide feedback to offering management on field experience with the products for both marketplace success and competitive perspectives and to give the partners insights into product roadmaps and releases.
Respond to BP Customer Satisfaction responses via active Net Promoter Score feedback in assigned platform.
Team with channel marketing on messaging to partners and effective use of IBM co-marketing funds.
Conduct or participate in channel readiness assessment reviews and performance reviews.
Advise program team on partner certifications, authorizations and competencies. Research and share info on competitive partner offerings when new competitors emerge.
Provide BP enablement requirements to the enablement teams.
Required Technical and Professional Expertise
3+ years of direct sales, tele-sales or business development experience
Solid track record in relationship and business management, developing and maximizing new business and marketing strategies
Excellent written and verbal communications, as well as influencing skills
Ability to handle multiple tasks concurrently and meet deadlines, while maintaining focus despite conflicting demands
Possess strong commitment to team environment dynamics with the ability to contribute expertise and work independently
Excellent interpersonal skills with the ability to work collaboratively, communicate effectively and display commitment and work ethic
Preferred Technical and Professional Expertise
1+ years of product or offering management
Record of success in developing campaigns, strategies, and solutions that have generated revenue growth
Success managing complex technology projects
Experience developing and implementing innovative strategies
3+ years of successful partner channel sales, tech sales or business development experience
Demonstrable knowledge of Hybrid Cloud technologies
About Business Unit
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our client’s data, no matter where it resides, to respond to changing market dynamics.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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