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About the Role
The IBM Ecosystem is a vast network of thousands of partners who build on, sell, or provide 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.
Your Key Responsibilities
- Establish trusted advisor relationships with your Build partners and prospects, leveraging your natural skills in sales, business development, and cultivating professional relationships.
- Use interactive discussion techniques, use cases, and success stories to align with their business needs and market demands, and to educate them on the value of embedding IBM Software.
- Identify, validate, qualify, and close sales opportunities to embed IBM Software, executing sales prospecting campaigns using best-of-breed industry sales tools and methodologies.
- Leverage 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.
- Augment partner engagements with IBM's breadth of capabilities to co-create solutions, engaging Partner Technical Specialists and Build Lab engineers to collaborate on compelling minimal viable products (MVPs) that lead to investments in IBM's software or SaaS solutions.
- Utilize project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners and prospects.
Requirements
- Demonstrable expertise in sales, including sales territory planning, prospecting, technology alignment, and stakeholder management that leads to successful development and delivery of embedded solutions.
- Experience selling AI technology, with a proven track record of forecasting, exceeding sales quotas, and partnership relationship management.
- Palpable excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, through effective listening and candid communication.
- Provable ability to identify and understand what motivates software partners, finding synergies and co-creating value-adding solutions.
- Be familiar with the AI technology competitive landscape.
Preferred Qualifications
- 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.
