Technology Sales Partner Technical Specialist

7 months ago

Brisbane, Australia IBM Full time

Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Security Sales Partner Specialist (Territory) your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and partners you'll grow revenue in your assigned portfolio by increasing your partners' 'Sell' activities for your territory.

Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM's breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies.

Your Role and Responsibilities

Probably coming from a hands-on Technology role and progressed through to sales, you're naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your assigned 'Sell' partners. You'll develop territory plans that identify strategic growth areas, revenue objectives, enablement goals, and milestones to measure successful delivery of your territory plans. This role can be based in Queensland or South Australia. The assigned Territory is AU (excluding NSW & VIC) which does require the need for business travel on a regular basis.

Your primary responsibilities will include:

- Engagement with IBM Teams: Engage IBM local country/market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners' success.
- Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
- Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity.
- Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients.

Required Technical and Professional Expertise
- Experienced in Software Sales: Demonstrated experience in selling complex software solutions through technology business partners including being hands on enough to configure common Security tools and systems.
- 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 Technical and Professional Expertise
- Ideally exposure to Cyber Security as a domain
- Understanding of IBM's Product Suite: A strong comprehension of IBM's extensive product suite (full training on IBM's technologies will be provided).

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 wit

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