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

Introduction

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM’s AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM’s hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments—a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

Your Role And Responsibilities

The Brand Partner Specialist - Territory role is a sub-brand specialized, partner-facing role with responsibility for the success of the partners in their territories. BPS’s are deployed across named Partners, Select territories, and Build plans allowing flexibility to address unique coverage requirements while capitalizing on the common responsibilities and skills needed to drive partner success. BPS’s deployed against named Partners are sub-Brand specialized and assigned to set of partners (<10) with responsibility for revenue growth, enablement, and overall go-to-market sales execution across all IBM territories served by the partner. BPS’s deployed against Select territories are sub-Brand specialized and also assigned to a Select territory with responsibility for the success of partners across the Select territory. BPS’s will sell through local partners to cover Select unnamed account territories, work with peer sub-Brand Sales Specialists and their Select territory FLM to drive the success of local partners and grow the overall Ecosystem. BPS’s deployed against Build are cross-Software specialized and can be assigned to a prioritized set of existing Build partners and/or high propensity Build prospects. BPS’s are responsible for engaging Build partners, understanding their solutions, creating an IBM Software point of view that creates an environment of favor to embed IBM Software, and connect solutions to IBM’s go-to-market. BPS’s are responsible for the success of assigned partners as measured by sub-Brand revenue (Software revenue for Build BPS). They need to have a depth of skills in assigned sub-Brand to support partner’s Sell / Build / Service sales opportunities. They should utilize project management, strategic communication, Partner/Client insights, sales tooling (ISC/PRM), and territory planning to manage activities with assigned partners (e.g., sales campaigns, lead pass, progression, enablement, advocacy, and local recruitment). They should augment partner engagements with IBM’s breadth of capabilities to co-create solutions (e.g., HCBT, Technical Sellers, Expert Labs, Marketing). Focuses on Individual/Team/ Department Operational Objectives.

Environment

Professional knowledge related to incumbent's department or function.

Communication/Negotiation

Engaged as an independent professional. Ability to articulate and compare alternatives approaches. Negotiate with specified objectives.

Problem Solving

Recognize problems related to project objectives. Creativity and judgment applied to professional technical, or operational problems. Independently generates solutions, based on analytical skills & business knowledge. Challenge the validity of given procedures and processes to enhance and improve or develop complementary adjustments /solutions.

Contribution/Leadership

Works on special projects, or leads small teams, or manages routine technical/ operational activities or departments (national or international). Understands departmental mission and vision. Provides advice in technical/operational domain of specialization. Generally controls own work priorities and methods requiring tradeoffs.

Impact On Business/Scope

Accountable for individual or team, or department results, and for the impact of the results on functional activities. Participates in overall departmental program planning. May have budgetary responsibility. Contributes by supporting activities that are subject to business measurements, impact customer satisfaction, or impact immediate costs or expenses.

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

The Brand Sales Partner Specialist (BSPS) specializing in the IBM Automation portfolio focuses on a defined client or partner territory and drives brand sales through business partners. The BSPS delivers differentiated value through IBM's technology portfolio to clients during the pre-sales and customer engagement phase of an opportunity. In order to identify opportunities and co-create and implement best matching client-centric solutions with the partners, the BSPS in this specialty applies broad expertise across the Automation portfolio in the offering areas of Agile Integration (IBM Cloud Pak for Integration with Kafka, API and App Integration), Building Cloud Native, IBM Cloud Pak for Business Automation, Enterprise Edge Computing, Hybrid Cloud Management (IBM Multicloud Manager, IBM Cloud Automation Manager, and IBM Cloud App Manager and IBM Cloud Event Manager), Modernizing for Cloud Native, and Multi-Party Operational Efficiency (IBM Blockchain Platform), Cloud Pak for Multicloud Management and IBM Cloud DevOps (DevOps Add-in), IBM WebSphere Hybrid Edition, IBM Cloud Pak for Integration, IBM Cloud Pak for Multicloud Management, IBM Cloud Pak for Business Automation, IBM Enterprise Application Manager, IBM Blockchain, IBM DevOps for Cloud Pak add-on.