IBM ISV Partner Specialist- Build Transformation and Growth in Costa Mesa, California
Introduction
The IBM WW Ecosystem team is seeking an innovative and driven ISV Success Manager (ISM) to join the ISV Build Ecosystem team. The ISM owns the ISV partner co-sell responsibilities to drive ISV and IBM Software growth into enterprise clients.
A strong candidate will have software industry knowledge, technology sales experience, and proficiency in managing GTM strategies with ecosystem partners. The candidate should also be able to look at client business challenges to build and convey compelling value propositions (joint use cases), enabling the ISV partner solutions can solve these challenges.
Your Role and Responsibilities
As an ISV Partner Specialist you will be responsible for working with our IBM Build Partners. We expect a candidate to be:
- Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your Build partners. You'll engage their interest by using interactive discussion techniques, use cases, and success stories that relate IBM's software strategy to their business needs. You'll use this as an opportunity to educate them, to uncover their relevant objectives or technical barriers to achieving their goals, and to identify and qualify additional sales opportunities to embed IBM Software.
Your primary responsibilities will include:
- Constructing Business Cases with Design Thinking: Utilize design thinking, architecture, developer principles and competitive insights to create business cases that illustrate to partners the value of integrating IBM Software into the products or solutions they offer to their clients.
- Enriching Partner Engagements with IBM's Capabilities: Enhance partner engagements with IBM's extensive capabilities to co-create solutions and collaborate with Partner Technical Specialists to develop compelling minimal viable products (MVPs) that result in investments in IBM's software or SaaS solutions.
- Effective Management of Partner Activities: Employ project management, strategic communication, partner and market insights, sales tools and territory planning to effectively manage activities with your partners.
In addition to driving business with our build partners, we will expect broader strategic thinking and transformation in our organization including the following responsibilities:
Boosting revenue and expanding a company's market reach. Their role includes analyzing markets, devising sales plans, implementing strategies, optimizing sales processes, collaborating with sales teams, monitoring performance, adapting to market changes, and managing client relationships. Ultimately, they drive sales growth through strategic planning and execution.
Required Technical and Professional Expertise
- Technology and/or partner sales experience; with emphasis on Data & AI, Automation, and Security software.
- Proven track record of consistently exceeding sales targets.
- Self-motivated decision maker, taking initiative and recognizing opportunities to create and expand partnerships.
- Personally take responsibility to develop ISV business. Cultivate trusted relationships with CEOs, CIOs/ IT Directors / LOB (line of business) Executives and other Sr Executives. When needed, help progress large/complex deals at assigned focused accounts.
- Ability to manage sales opportunities via CRM across all sales stages.
- Strong selling and opportunity qualifications skills.
- Deep knowledge of IBM Partner Plus program requirements and benefits.
Preferred Technical and Professional Expertise
- Experience in partner sales roles, building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions.
- Ability to manage joint GTM success with ISV partners, including development and tracking of co-sell business activities.
- Multiple years of experience in IT sales, partner development, or channel sales.
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.
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.
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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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.
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