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Introduction

The IBM 'Ecosystem' includes thousands of partners who Build on, Sell, or provides Services for IBM technologies. As an Independent Software Vendor (ISV) Partner Specialist your mission is to engage prospective partners to develop opportunities for them to embed IBM Software into their commercial products or solutions, a key go-to-market aspect of IBM's Ecosystem referred to as Build with IBM.

With an understanding of your prospective partners commercial solutions, go-to-market model, architecture and developer principles, you will create an embedded IBM Software point of view which encourages co-creation. Positioning and closing Embedded Solution Agreements (ESAs) with your partners, you will define business models that meet the needs of your partners, their clients, their market or industry, and IBM.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped.

Your role and responsibilities

Naturally skilled in sales, business development, and cultivating professional relationships, you will establish trusted advisor relationship with your Build partners.

You will gauge their interest by using interactive discussion techniques, use cases, and success stories that relate IBM's software strategy to their business needs and market demands. You will 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.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing and your partners are winning, and IBM is thriving. To help ensure this win-win-win outcome, a 'day-in-the life' of this role may include, but not be limited to…

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Constructing Business Cases with Design Thinking: Leveraging design thinking, architecture and developer principles, and competitive insights to build business cases that show partners the value of embedding IBM Software into the products or solutions they sell to their clients.

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Enriching Partner Engagements with IBM's Capabilities: Augmenting partner engagements with IBM's breadth of capabilities to co-create solutions. Engage Partner Technical Specialists and Build Lab engineers to collaborate on compelling minimal viable products (MVPs) that lead to investments in IBM's software or SaaS solutions.

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Effective Management of Partner Activities: Utilizing project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners and prospects.

Required technical and professional expertise

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Expertise in Sales Territory Planning: Demonstrate expertise in sales territory planning, attracting and recruiting new partners, and stakeholder management that results in the successful development and delivery of joint business growth plans.

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Excellence in Relationship Building: Excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, through effective listening and candid communication.

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Hands-On Sales Experience: Possess hands-on sales experience with a proven track record of forecasting, exceeding sales quotas and effectively managing partnership relationships.

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Ability to Identify Partner Motivations: Show a provable ability to identify and understand what motivates software partners, finding synergies and co-creating value-adding solutions.

Preferred technical and professional experience

• Experience with IBM Software Products: Possess experience of working with any of IBM's Software products, with a particular emphasis on Watson AI offerings (training across IBM's Software product suite will be provided).