Glp Ecosystem Leader

7 months ago

Dubai, United Arab Emirates IBM Full time

Introduction

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

With a deep understanding of the IBM Ecosystem 'Build', 'Sell' and 'Service' sales motions, you'll lead with a style that naturally fosters a growth-minded, collaborative, high-performance culture. Within that culture, you'll facilitate best-practice sharing with situational coaching through candid, open communication which inspires employees to deliver exceptional value to our partners.

You'll guide your team to support their partners by connecting the IBM Ecosystem point of view and available assets with partner business goals, with focus on achieving the revenue objectives of your market /country.

Your primary responsibilities will include:

- Collaborative Decision-Making with Technology Leaders: Collaborate with country/market Technology leaders on decisions concerning Ecosystem resource deployment, partner selection, and client/opportunity route-to-market.
- Direct Engagement with Partners and Clients: Engage directly with partners and their clients while supporting your Ecosystem team to advance high-value campaigns and opportunities.
- Proactive Augmentation of Engagements: Proactively enhance partner and client engagements with IBM's array of capabilities to co-create value-added solutions, such as Customer Success Managers, Technical Sellers, and Marketing.
- Accelerating Lead Passing: Expedite the passing of opportunities from IBM sales teams to IBM partners, who will then assume responsibility for progressing and closing those leads across territories and within the country/market.

Required Technical and Professional Expertise
- Veteran-level technical sales leadership experience with a track-record of winning through collaboration, resilience, empathy, and innovation. A natural at inspiring and motivating others to succeed in highly complex, enterprise-scale technology sales environments.
- Expert, technical knowledge around cloud, data & AI, automation, security, and storage technologies, in addition to deep industry knowledge and contemporary methods for co-creating client solutions, with and through others.
- Palpable people, communication, and collaboration skills, with a proven record of c-suite networking and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles. (c. $multi-million deals).
- Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative /Challenger selling) to successfully deliver in a way that's both nimble and fast and leads customers to our products vs. leading with them.

Preferred Technical and Professional Expertise
- Experience of working with any of IBM's products and services (Training across IBM's product suite is provided)

About Business UnitIBeing a Technology Territory Leader in IBM is about expertise applied with and through others, with proactive initiative, controlled speed, and positive impact. Moving fast, there is a bias for action, and an obsession to ensure your teams help our clients overcome their most difficult business issues.

In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions from across IBM's whole product suite, that meet our clients' needs. It's not enough for us to know that there are problems in the world - As a Technology Sales Leader you're obligated to make sure they're continually solved. It's an obsession that drives us to ensure your teams help their clients modernize and thrive. Always.

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 e

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