Technology Partner Seller

1 week ago

Sandton, South Africa IBM Full time

**Introduction**
The Technology Partner Specialist (TPS) is a cross IBM Technology partner facing role assigned to selected high value partners with responsibility to drive overall revenue growth, wallet share expansion, and enablement by cultivating deep trusted relationships and orchestrating joint strategic planning across the partner firm level.

Assigned to a specific partner or group of partners and owns Software and Infrastructure results

Co-creates business growth plans with partner(s) gaining C-Level support of joint growth initiatives
Accelerates partners go to market execution by coordinating IBM sales and technical resources across country/markets

Augments partner engagements with IBM’s breadth of capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Expert Labs, Technical Sellers, Marketing)

**Your Role and Responsibilities**
- Account planning and stakeholder management
- Develop partner strategy (plan on a page) to identify strategic growth areas, revenue objectives, milestones, and requirements to establish objectives and measures of success with partner(s) including required skills development and partner go-to-market enablement
- Co-create business development plans with partner(s) gaining C-Level support (IBM / Partner), aligned to growth initiatives, and driven by CGIs
- Activate partner(s) business development plans by engaging local IBM country/market sales teams and aligning with local sellers within the Partner firm
- Assess progress against partner strategy and joint business development plans quarterly with country/market/Geo Ecosystem leader
- Sales Execution and cross IBM engagement
- Establishes a joint quarterly opportunity roadmap and progression management system to address Client challenges, connect partner and IBM sellers, and progress passed leads from IBM BSS and Digital sellers
- Connects partner and IBM sellers in city/country/markets serviced by the partner to facilitate local execution of prospecting and lead passing
- Engages directly with partners and clients in support of high value engagements and opportunities
- Proactively augments Partner and Client engagements with IBM's breadth of technical capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Technical Sellers, Marketing support)
- Leverage IBM programs to sponsor demand generation, prospecting, or solution co-creation (e.g., Co-Marketing, Cloud Engagement Funds, etc.)
- Trusted Advisor
- Develops C-Level relationships at partner firm level to influence partner's go-to-market strategies
- Evangelizes IBM Sales Plays and Technology portfolio with partner's sales and technology leaders via meaningful use cases
- Develops clear understanding of partner's business model and point of view as to how IBM technology can help the partner grow
- Ability to connect and communicate with partner at the seller level

**Required Technical and Professional Expertise**
- Achieving partner's revenue targets across Sell / Service motions
- Develop and own the Partner Growth plan. Owns and runs Partner QBR.
- Expanding IBM wallet share as measured by revenue growth in low performing IBM Brands
- Client Modernization as measured by IBM Sales Play execution and Cloud Pak solution deployment
- NPS of Partner
**Preferred Technical and Professional Expertise**
- Achieving partner's revenue targets across Sell / Service motions
- Develop and own the Partner Growth plan. Owns and runs Partner QBR.
- Expanding IBM wallet share as measured by revenue growth in low performing IBM Brands
- Client Modernization as measured by IBM Sales Play execution and Cloud Pak solution deployment
- NPS of Partner

**About Business Unit**

IBM 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.

Are you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individu

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