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Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand 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.

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 - as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.

Your Role and Responsibilities

Power Systems Sales are consultants to IBM clients and business partners. You'll be expected to lead for strategic, customer-facing opportunities centred around our System Hardware - Power Systems portfolio. You'll deliver industry centric business solutions to clients, partners and integrators. As a client-facing, sales professional, you will be guided by IBM's purpose -to be essential to its clients. We are seeking individuals interested in making an impact on selling IBM's System portfolio. If you have Linux, Unix, or Windows server experience, this would be the perfect opportunity!

This role will be responsible for proactively reaching out to clients and their partners to understand the data protection needs of their clients, providing solution approaches to meet those needs, and teaming with the local technical sellers to gain customer concurrence for sponsorship of a solution purchase. During this sales cycle you will be responsible for delivering presentations, negotiating deals, and providing high level TCO/ROI engagements. You will also provide leadership by working the extended IBM Systems team and partnering with other sales leaders on key account strategies and competitive positioning, teaming with field enablement teams and the technical community as a whole.

Your Role and Responsibilities:

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.

Your primary responsibilities will include:

• Articulating the business value of IBM Infrastructure solutions (Power Systems) and products to senior managers and technical decision makers.

• Collaborate with IBM Pre-sales, Technical and Services teams to define, design, and detail the aspects and feasibility of proposed integrated solutions.

• Work with the technical team to deliver effective Proof of Concept (POC), Proof of Technology (POT), support critical situations.

• Ability structure complex project and position our solutions in competitive scenarios.

• Identifying, developing and closing opportunities in the territory, whether sourced by IBM business partners or resulting from a direct customer engagement.

• Working within a matrix environment with IBM client teams and business partners to span the entire trajectory from opportunity identification to deal closing.

• Building, managing and progressing a pipeline to achieve sales objectives.

• Maintaining an accurate forecast and an up-to-date status of deals in progress.

Required Technical and Professional Expertise

• Must have 8+ more years of IT sales experience and show a solid track record of quota attainment.

• Must have a track record of selling and engagement FSI account acquisition, as well as management of existing accounts, prefer FSI sector.

• Must be self-motivated and have the ability to network across a broad team.

• Must be comfortable in both a technical dialogue (understanding the customer's IT infrastructure and technical objectives) as well as a business dialogue (explaining the TCO reductions or ROI benefits of our solutions).

• Experience in Windows, Unix, Linux servers would be preferable.

• Demonstrated knowledge and selling experience of IBM Power and associated solutions would be preferable

Preferred Technical and Professional Expertise

• Comprehensive Knowledge of IBM's Product Suite: Possess a strong understanding of IBM's product suite (full training on IBM's technologies will be provided).

• Understanding IBM's Competitive Distinctions: Grasp IBM's competitive differentiations as well as the position of competitors in the market.

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.

Your Life @ IBMIn 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 IBMIBM'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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.