Technology Partner Specialist - Service

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible.

Your Role And Responsibilities

As a Service Technology Partner Specialist, your mission is to drive overall revenue growth, wallet share expansion, and enablement to selected high-value service partners by cultivating deep trusted relationships and orchestrating joint strategic planning across the partner firm. Focusing on driving the adoption of IBM Hybrid Cloud and AI technologies, you accelerate your partners' business execution by coordinating IBM Brand teams, IBM Research, IBM Consulting, and the assigned Partner's vertical and horizontal teams to drive revenue growth.

Partner Planning & Partner Management

• Develop Service Partner account strategy to identify cross-market and cross-portfolio solutions, focusing on strategic initiatives with an aligned pipeline
• Influence partner’s sales teams, technical specialists, and practice leaders to increase adoption of IBM Brand offerings / plays into Service partner’s practices
• Engage local country/market sales teams, Digital sales teams, marketing, and technical teams to activate joint plans
• Develop a strategy to build repeatable platforms & solutions (embedded IBM technology) and practices (Partner offerings focused on IBM Technology) Sales Execution & Cross IBM Engagement
• Leverage Ecosystem programs, co-marketing, and ISC/PRM tooling to drive joint demand generation, prospecting, or solution co-creation
• Connect partner and IBM sellers in city/country/markets serviced by the partner to facilitate local execution of prospecting, lead passing, and go-to-market
• Establish a quarterly management system (QBR) with Partner Augment Partner and Client engagements with IBM’s breadth of capabilities to co-create solutions (e.g., Build Lab, Customer Success Managers, Expert Labs, Technical Sellers, Marketing)
• Collaborate closely with global and regional teams to create a strong/trusted personal brand at the assigned Partner(s); activate and coordinate teams effectively supporting high-value engagements and opportunities.
  
  

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• Apply knowledge of IBM Software and Infrastructure (cross-portfolio) products, with emphasis on IBM Hybrid Cloud and AI technologies
• Articulate the value of IBM Technology within the partner solution and help promote the solution
• Apply knowledge of IBM business models, incentives, and contract types available to partners
• Apply knowledge of the influence revenue model, how it is tracked and how to leverage the process to maximize influence revenue with service partners.
• Apply knowledge of Services Offering Management discipline and how to sell to account clients or through partners
• Drive sales planning and design the go-to-market, for lead generation, signing and executing on the landing of the solution within the market or at a client
  
  

What are your Objectives and Key Results(OKRs)?

• Expansion of IBM Software and Infrastructure into Service partner's practices as measured by revenue and GTM expansion
• Drive influence revenue at assigned partner
• Strategic Ecosystem growth metrics as measured by OI, NPS, Enablement.
  
  

Preferred Technical And Professional Experience

Possess a deep understanding of Sell/Build/Service Ecosystem motions, resources (e.g., TechZone, Build Lab, ICC, Garage, etc.), and Brand initiatives.

• Possess a deep understanding of Sell/Build/Service Ecosystem motions, resources (e.g., TechZone, Build Lab, ICC, Garage, etc.), and Brand initiatives.
• Experience with Design Thinking methodology
• Possess a deep understanding of Sell/Build/Service Ecosystem motions, resources (e.g., TechZone, Build Lab, ICC, Garage, etc.), and Brand initiatives.
• Experience with Design Thinking methodology
• a deep understanding of Sell/Build/Service Ecosystem motions, resources (e.g., TechZone, Build Lab, ICC, Garage, etc.), and Brand initiatives.
• Experience with Design Thinking methodology
• Experience with Design Thinking methodology

IBM