Distribution Lead

6 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 a Technology Partner Specialist your purpose is to cultivate trusted-advisor Partner relationships across all these offerings, and orchestrate joint strategic plans at the partner firm level that drive IBM's wallet share and revenue growth, as well as technical enablement planning.

Co-creating on business growth plans, you'll gain Partner C-Level support for joint growth initiatives, as well as bring IBM capabilities and resources together to accelerate your partners' go-to-market success with IBM Technology offerings.

Your Role and Responsibilities

As an expert in IBM's Technology offerings and Brand solutions, with depth in one or more of IBM's Brands, you'll support distributors across some or all of IBM's Ecosystem Sell / Build / Service sales opportunities.

Engaging directly with partners and distributors in support of high value opportunities, you'll help activate partners' business development plans by engaging and pulling together in
- country /market IBM sales teams and aligning with local sellers within the partner firm(s).

Your primary responsibilities will include:

- Collaborative Partner Strategy Development: Co-creating partner strategies that pinpoint growth areas, revenue objectives, milestones for success, including required skills enhancement and partner enablement for entering the market.
- Effective Partner and IBM Collaboration: Establishing connections between partner and IBM sales representatives in the cities, countries, and markets where the partner operates to facilitate local execution of prospecting and lead transfer.
- Enhanced Partner and Client Engagements: Proactively strengthening partner and client interactions with IBM's wide range of technical capabilities, including resources like Build Labs, Customer Success Managers, Technical Sellers, and Marketing support, to jointly devise solutions.
- Consultative Sales Approach: Employing a consultative method to sell IBM's Sales Plays and Technology portfolio to partner sales and technology leaders, showcasing the value through meaningful use cases.

Required Technical and Professional Expertise
- Leadership in Complex Technology Sales: Demonstrated track record of managing and influencing both internal and external technology sales teams to consistently achieve sales quotas in complex technology sales and account relationship/development environments.
- Interpersonal and Collaborative Excellence: Proven proficiency in people skills, communication, and collaboration, with a documented history of networking at executive levels and influencing stakeholders throughout the successful closure of complex technology sales cycles, involving deals ranging from $250k to multi-million dollars.
- Diverse Expertise in Technology: Extensive knowledge spanning across cloud, data, AI, automation, security, and storage technologies, complemented by deep expertise in at least one specialized area.
- Strategic Relationship Leadership: Prior involvement as a strategic relationship leader or consultant within a highly intricate technical sales environment.

Preferred Technical and Professional Expertise
- Comprehensive Familiarity with IBM's Offerings: Hands-on experience with any of IBM's products and services (training across IBM's product suite will be provided).

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 hel

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