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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

• Positioning enterprise-level solutions in addition to managing sales cycles and overall business relationships with partners.
• Collaborating with Business Partner sales leaders and reps to ideate and execute provocative business development plans for campaigns, events, enablement and/or partner plans to uncover new customer opportunities for IBM Storage products.
• Engaging, educating and motivating partners in relation to IBMs broad suite of products.
• Collaborating with others to deliver results, meaningfully contributing to immediate and 3rd party teams whilst prioritizing group needs over individual ones.
• Negotiating to successfully obtain commitment to solutions and /or idea, while maintaining integrity and relationships with internal team, external partners and our clients.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Building and going to market with technology partner sales offerings that generate strong, two-way, revenue generating collaborations.
• Building compelling cases the inspire clients to invest in solutions and their value propositions.
• Ideating and executing provocative business development campaigns and/or partner plans
• Demonstrable success of communication and personal relationship development at all levels across colleagues, partners and clients.
• A proven history of motivating partners to engage with and sell industry leading technologies.
• A track record of consistently achieving targets with and through others - demonstrating high performance, whilst challenging self and others to consistently deliver results.

Preferred technical and professional experience

• In-depth knowledge of IBM’s Storage suite of hardware and software products, with experience of building compelling cases the inspire clients to invest in solutions and their value propositions.
• Knowledge of selling security and cyber resiliency solutions
• Understanding of IBM's competitive differentiation in addition to our competition's place in the market.