Ecosystem Leader

Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms.
As an Ecosystem Leader, your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.

You'll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division's execution with the broader corporate strategy.
You're responsible for the overall sales performance of your Ecosystem team, resource deployment, and execution of territory plans which deliver growth for the country, market, and the team(s) you oversee.

Your Role and Responsibilities
• Lead and guide the sellers to co-create business growth plans with partners gaining C-Level support of joint growth initiatives leveraging IBM Sales Play and relevant partner programs
• Owns and manages the relationship with partners; assigned to specific partner or group of partners.
• Responsible for achieving partner revenue targets.
• Manages pipeline development and progression of deals for aligned partners.
• Coordinates ecosystem team across technical, sales, partner growth, etc to deliver superior value and services to partners.
• Advocates for partners within IBM (connects partners to key resources across IBM, BUs and sellers).
• Drives sell-to and sell-through revenue across IBM software brands
• Works to drive joint GTM with partners and helps progress deals.
• Grows IBM capabilities within partner on IBM's technology and business agenda (eg.
Hybrid Cloud & AI)
• Drive joint initiatives managed via QBRs, Custom Growth Initiatives (CGI) and Cloud Engagement Fund (CEF)
• Provides offers, programs and contracting knowledge to partners

Required Technical and Professional Expertise
• Has at least 10+ years of experience in sales role.
Preferably Software partner sales experience.
• Demonstrates understanding of the Partner ecosystem and how IBM works with Partners
• Has knowledge of IBM solutions along with strong knowledge of IBM Software
• Sales Experience from any of the areas such as Hybrid cloud, Data & AI, Security, Cloud and Automation.
• Solid experience in enterprise sales roles and/or partner development.
• Ability to sell solutions in a multiproduct environment, On-prem, Hybrid or as-a
• Service.
• Proven ability to work with global cross-functional teams and achieve success for customers.
• Balance of strategic and tactical skills.
• Solution selling approach, Business case, ROI etc.
• Demonstrate ability to lead teams and people

Preferred Technical and Professional Expertise

As above.

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.

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?