Isv Partner Specialist

2 weeks ago

London, United Kingdom IBM Full time

Introduction

Introduction: The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As an Independent Software Vendor (ISV) Partner Specialist your mission is to engage prospective partners to develop opportunities for them to embed IBM Software into their products or solutions, a key go-to-market aspect of IBM's Ecosystem referred to as the 'Build with IBM' program.

With an understanding of your Partners' solutions, competitive insights, design thinking, and architecture and developer principles, you'll develop an IBM Software point of view which encourages co-creation between IBM and your Partners. Positioning and closing Embedded Solution Agreements with your partners, you'll define business models that meet the needs of your partners, their clients, their addressable market, and IBM.

Your Role and Responsibilities

Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your Build partners.

You'll engage their interest by using interactive discussion techniques, use cases, and success stories that relate IBM's software strategy to their business needs. You'll use this as an opportunity to educate them, to uncover their relevant objectives or technical barriers to achieving their goals, and to identify and qualify additional sales opportunities to embed IBM Software.

Your primary responsibilities will include:
Constructing Business Cases with Design Thinking: Utilize design thinking, architecture, developer principles and competitive insights to create business cases that illustrate to partners the value of integrating IBM Software into the products or solutions they offer to their clients.

Enriching Partner Engagements with IBM's Capabilities: Enhance partner engagements with IBM's extensive capabilities to co-create solutions and collaborate with Partner Technical Specialists to develop compelling mínimal viable products (MVPs) that result in investments in IBM's software or SaaS solutions.

Required Technical and Professional Expertise
- Expertise in Sales Territory Planning: Demonstrate expertise in sales territory planning, attracting and recruiting new partners, and stakeholder management that results in the successful development and delivery of joint business growth plans.
- Excellence in Relationship Building: Exhibit palpable excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, achieved through effective listening and candid communication.
- Hands-On Sales Experience: Possess hands-on sales experience with a proven track record of forecasting, exceeding sales quotas and effectively managing partnership relationships.
- Ability to Identify Partner Motivations: Show a provable ability to identify and understand what motivates software partners, finding synergies and co-creating value-adding solutions.

Preferred Technical and Professional Expertise

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 stri

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