Brand Partner Specialist - Territory (BPS-T) - Automation

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. As 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

Naturally skilled in developing and cultivating professional relationships, you'll establish a 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

• 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.
  
  

Preferred Education

None

Required Technical And Professional Expertise

• Has at least 5 years of experience in Sales, Technology Sales, and similar role in Automation solutions.
• Proven track record in the following skills:
• Technology Partner Sales Strategy: Leverage deep expertise in IBM’s Automation solutions to develop and execute joint go-to-market strategies with technology partners, driving mutual revenue growth.
• Proven Co-Selling Success: Demonstrated history of successfully co-selling IBM Automation offerings alongside partners, delivering value to clients through collaborative engagements.
• Relationship-Driven Sales Execution: Cultivate and strengthen relationships across IBM, partners, and clients to drive business outcomes, ensuring seamless communication and trust at all levels.
• Consistent High Performance: Track record of exceeding sales targets by effectively collaborating with partners, identifying new opportunities, and driving adoption of IBM Automation solutions.
• Market Expansion & Innovation: Drive adoption of IBM Automation by identifying market trends, co-developing innovative solutions with partners, and positioning IBM as a leader in data-driven transformation.
  

Preferred Technical And Professional Experience

• Deep Product Expertise: Develop a strong understanding of IBM’s Automation solutions and broader product suite to effectively position offerings that meet client needs.
• Competitive Market Insight: Leverage knowledge of IBM’s competitive differentiators and industry landscape to articulate unique value propositions and drive informed client decisions.
• Solution-Oriented Selling: Translate technical capabilities into business value, helping clients navigate data challenges and maximize outcomes with IBM’s Automation.