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Director, Strategic Partner Solutions

IBM

New York, NY, USA · California, USA

Posted on May 31, 2025

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Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Partner), your mission is to engage the right partner, technical, and Go To Market resources, which support your assigned partners to drive unique joint solutions with strategic partners.

You'll grow revenue in your assigned Brand portfolio by increasing partner ‘Build’ activities and overall go-to-market sales execution across all IBM territories covered by your partners. Assigned to ‘Build’ partners by brand, you'll influence their sales, technical, and practice leads to increase adoption and co-create on their clients' solutions with IBM brand offerings over competitive alternatives.

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 - as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.

Your role and responsibilities

About the Role:

We are seeking a dynamic and Director, Strategic Partner Solutions to drive revenue growth through our ecosystem of channel partners. In this role, you will work closely with strategic partners to design, develop, and launch differentiated offerings that integrate our products—particularly within the IT Financial Management (ITFM) and FinOps domains.

You will act as a critical interface between our product, sales, and partner teams—shaping joint offerings and delivering value-driven solutions that help customers optimize cloud and IT spend.

Key Responsibilities:

Solution Development: Collaborate with strategic partners to co-develop and package repeatable, scalable offerings built around our ITFM and FinOps solutions.
Revenue Enablement: Identify and build revenue-generating programs with partners, ensuring alignment with joint business goals and market demand.
Partner Engagement: Serve as a trusted advisor to channel and alliance partners, helping them understand the value of our solutions and how to best position them in the market.
Go-to-Market Execution: Coordinate with marketing, sales, and partner teams to launch new offerings and support field enablement, messaging, and promotion.
Market Intelligence: Stay informed on industry trends and competitive offerings in the ITFM/FinOps space, and use these insights to shape partner strategies.
Performance Tracking: Define success metrics and monitor the performance and ROI of partner-led solutions and offerings.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

* Technology Partner Sales Offering Expertise: Possess expertise in building and going to market with technology partner sales offerings that foster strong, two-way, revenue-generating collaborations.
* Proven Co-Selling Success: Have a proven, successful history of co-selling with partners in front of their clients.
* Effective Communication and Relationship Development: Demonstrate success in communication and personal relationship development at all levels across colleagues, partners, and clients.
* Consistent Target Achievement and High Performance: Maintain a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results.

Preferred technical and professional experience

* Comprehensive Knowledge of IBM's Product Suite: Possess a strong understanding of IBM's product suite (full training on IBM's technologies will be provided).
* Understanding IBM's Competitive Distinctions: Grasp IBM's competitive differentiations as well as the position of competitors in the market.
* Proven track record of success in technology sales, emphasizing System Integrator alliance & sales management with the public sector.
* Demonstrable application of business and commercial acumen, communicated at all levels, to show the operational impact and financial value of technological solutions.
* Excellent communication and presentation skills that are equally engaging, compelling, and influential.
* Preferred Technical and Professional Expertise Depth and breadth of knowledge regarding Power and or other IT Infrastructure experience in order to consult and advise, and quickly grow your reputation as your partner clients’ credible, trusted advisor. (Training on IBM’s Power offerings is provided).
* A technical understanding of basic Infrastructure terms and an understanding about applications, databases, and networks.

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 50 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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