Technology Sales

3 months ago

London, United Kingdom IBM Full time

Introduction

The IBM ‘Ecosystem’ includes thousands of partners who Build on, Sell, or provides Services for IBM technologies. 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 commercial products or solutions, a key go-to-market aspect of IBM’s Ecosystem referred to as Build with IBM.

With an understanding of your prospective partners commercial solutions, go-to-market model, architecture and developer principles, you will create an embedded IBM Software point of view which encourages co-creation. Positioning and closing Embedded Solution Agreements (ESAs) with your partners, you will define business models that meet the needs of your partners, their clients, their market or industry, and IBM.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped.

Your Role and Responsibilities

Naturally skilled in sales, business development, and cultivating professional relationships, you will establish trusted advisor relationship with your Build partners and prospects.

You will gauge their interest in embedding IBM Software by using interactive discussion techniques, use cases, and success stories to their business needs and market demands. You will use this as an opportunity to educate them, to uncover their relevant objectives or technical barriers to achieving their goals, and to identify, validate and qualify and close sales opportunities to embed IBM Software.

We're passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, you are making commissions, your partners are winning, and IBM is thriving. To help ensure this win-win-win outcome, a 'day-in-the life' of this role may include, but not be limited to
- Executing sales prospecting campaigns using best-of-breed industry sales tools and methodologies.
- Leveraging design thinking, architecture and developer principles, and competitive insights to build business cases that show partners and prospects the value of embedding IBM Software into the products or solutions they sell to their clients.
- Augmenting partner engagements with IBM’s breadth of capabilities to co-create solutions. Engage Partner Technical Specialists and Build Lab engineers to collaborate on compelling mínimal viable products (MVPs) that lead to investments in IBM’s software or SaaS solutions. Utilizing project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners and prospects.

Required Technical and Professional Expertise

Demonstrable expertise in sales
- sales territory planning, prospecting, technology alignment, and stakeholder management that leads to successful development and delivery embedded solutions.
- Experience selling AI technology.
- Palpable excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, through effective listening and candid communication.
- Hands-on sales experience with proven track record of forecasting, exceeding sales quotas, and partnership relationship management.
- Provable ability to identify and understand what motivates software partners, finding synergies and co-creating value-adding solutions.
- Be familiar with AI technology competitive landscape.

Preferred Technical and Professional Expertise
- Experience of working with IBM’s Software products, especially watsonx AI offerings (Training across IBM’s Software product suite is provided) or other vendors AI products and offerings.
- Experience with AI technologies provided by Open AI, Microsoft, Google, Mistral, Meta or others

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 p

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