WW SaaS & Expert Labs Volume Lead

IBM
IBM

Tokyo, Japan · Heredia Province, Heredia, Costa Rica

Posted on Jun 24, 2026
Introduction

Joining the IBM Technology Expert Labs team means becoming part of a global organization focused on delivering world-class outcomes for clients, partners, and IBM. Expert Labs combines deep technical expertise, operational excellence, and ecosystem collaboration to accelerate business value and drive growth across IBM's software portfolio.

Our culture is collaborative, innovative, and outcome-oriented. We empower our teams to solve complex business challenges, influence strategic decisions, and deliver measurable impact across the organization while continuously developing their professional and leadership capabilities.

Scalable growth requires innovative routes to market, partner-first business models, and strong ecosystem engagement. This role focuses on accelerating revenue through SaaS offerings, marketplaces, and strategic distribution channels.

Your role and responsibilities

As a WW SaaS & Expert Labs Volume Lead, you will be responsible for driving ecosystem-based growth strategies that expand Expert Labs through partner-enabled offerings, marketplaces, and strategic channel relationships.

You will work closely with Product, Sales, Marketing, Delivery, Partner, and Select organizations to develop scalable growth models and increase Expert Labs Signings and Revenue opportunities.

Your primary responsibilities will include:

* Lead the partner‑centric, bidirectional transformation of Expert Labs through new ways of working in close collaboration with key stakeholders globally (i.e. deal registration, lead passing, pricing strategy, preferred partners, etc.)
* Lead creation of Partner SaaS Service offerings; collaborate with Expert Labs SA, Product Mgmt & Delivery GTM teams to shape "partner‑ready" SaaS offerings
* Lead the strategic trajectory of Expert Labs VAD landscape, driving accountability and growth outcomes with top 3 global VADs, supported by WW Geo Ecosystem & Select Sales & Delivery Leads (i.e. TD Synnex, Arrow, Ingram)
* Effectively collaborate with internal & external marketing teams to drive awareness, education, and inclusion.
* Execute quarterly business reviews & strategic planning aligned to SaaS and Ecosystem / Select growth program performance and targets.
* Identifies, defines, and recommends partner-centric pricing models balancing competitiveness with profitability.
* Special projects as assigned.

Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
  • Validated expertise in SaaS commercialization, channel partnerships, ecosystem growth, strategic alliances, or business development.
  • Experience developing and executing indirect go-to-market, channel, or partner-led growth strategies.
  • Strong understanding of SaaS and subscription-based business models, including revenue growth, customer retention, expansion, and profitability drivers.Experience building business cases and growth programs across multiple stakeholder organizations.
  • Strong understanding of SaaS pricing, subscription, marketplace, and consumption-based business models.
  • Experience working with AWS Marketplace, Azure Marketplace, Google Cloud Marketplace, or equivalent cloud marketplaces.
  • Experience working with VADs, distributors, GSIs, hyperscalers, or strategic channel partners.
  • Experience operating in a global matrix organization and influencing executive stakeholders without direct authority.
  • Demonstrated ability to drive measurable revenue growth through ecosystem and partner motions.
Preferred technical and professional experience
  • Experience launching partner-led SaaS offerings or marketplace-based service offerings.
  • Experience managing global channel programs and ecosystem growth initiatives.
  • Experience working with Partner Plus, co-sell, lead passing, or ecosystem incentive programs.
  • Experience supporting Consulting Services, Professional Services, or Technology Services organizations

ABOUT BUSINESS UNIT

IBM 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.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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 striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.

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