Brand Sales Partner Specialist - Automation Portfolio

631891BR

Introduction

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

Our clients are game changers. We’re looking for sellers who can keep up.

At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM’s Automation sales team, you will work with clients and partners as they transform organizations and entire industries, which means you have a hand in changing how the world works. We’re driven by more than just selling solutions. We want our partners and clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough analytic solutions and Cloud platforms to help businesses extract critical insights and transform how they serve their clients.

Business Unit Introduction

IBM Automation helps enterprises transform by embedding information-based insights into every process, decision and action, while automating processes. IBM delivers Automation, AI and analytics capabilities that scale and address a wide range of business use cases and industry challenges.

Who You Are

Business Partner Sales Specialist (BSPS)

Your responsibilities include driving brand sales in your client territory through Partners. BSPS will identify opportunities to be progressed with partners and co-selling with those partners to increase productivity.

What You’ll Do

• Supports solution co- creation with Partners and provides use case expertise for Automation offerings
• Build and share best practice sales, negotiation, and partner skills, sell value, and up sell and cross sell to client base.
• Advocates for partners with brand leadership and looks for new opportunities to scale with the ecosystem within your brand and client list
• Works closely with Technology Partner Architect on named partners to influence partner’s tech agenda and inclusion of brand specific technology in partner solution within assigned territory
• Maintain CRM system with accurate client and pipeline information.
• Client Activities – Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers and facilitate meetings with IBM executives.
• Territory and Account Leadership – Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.
• Business Planning – Develop cooperative closing strategy and tactics with sales management.
• Responsible for driving brand revenue through ecosystem partners that sell into the Ontario sector.
• Trusted advisor – Establishes strong management and CXX relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Key driver of demand generation in territory you are aligned to.

How we’ll help you grow:

You’ll have access to all the technical and sales training courses you need to become the expert you want to be. You’ll learn directly from expert developers in the field; our team leads love to mentor. You have the opportunity to work in many different areas to figure out what really excites you.

Required Technical and Professional Expertise

• 5+ years of direct field sales experience carrying quota;
• Proven relationship and organizational skills and the ability to effectively work with multiple organizations;
• Ability to communicate effectively and accurately,
• Ability to understand business problems, articulate a corresponding solution based on IBM software, build a value proposition, and establish a compelling reason to act;
• Track record of exceeding quota;
• Bachelor Degree;
• Understanding of competitive technologies and their place in the market.
• Channel Experience;

Preferred Technical And Professional Expertise

• Strong collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership and IBM's sales leadership
• In-depth business development, partner sales and/or consultant experience
• Driven and self-motivated with an entrepreneurial spirit and a commitment to excellence in everything they do
• Excellent interpersonal and communication (oral and written) skills at all levels of an organization
• Strong background in Cloud and Data and AI solutions
• In-depth knowledge of market in order to connect market trends to the IBM Data, AI and Automation portfolio to position compelling transformation solutions to clients
• Ability to build and maintain positive business relationships with peers, partners and clients

About Business Unit

IBM 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.

Your Life @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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.

Are you ready to be an IBMer?

About IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location Statement

Must have the ability to work in Canada without sponsorship.

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.