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Ecosystem Sales Leader

IBM

Sales & Business Development

Brookhaven, NY, USA

Posted on Jul 8, 2025

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Introduction

Your mission as the Technology Lifecycle Services (TLS) Americas Ecosystem Manager is to assist and coach Sellers as they work to protect the base renewal contract and grow each Business Partner's IBM annual spend by identifying and successfully upselling and cross selling IBM Logo and Multi-Vendor Services (MVS).

You leverage the Manager Playbook as you coach your channel renewal & expansion sales team members through the end-to-end renewal and expansion process. You build the right mix of skills and optimize resource utilization to meet market and partner demands.

You drive a culture of teaming, encouraging subject matter experts to share expertise and contribute to team success.

You build, cultivate and maintain strong relationships with key executives and influencers within the ecosystem to help drive and close on time renewals and winback opportunities from third party maintainers.

Your role and responsibilities

Account Planning & Stakeholder Management: Drives end-to-end Technology Lifecycle Services (TLS) across the ecosystem for the Americas TLS products for Select, Strategic and Signature accounts

• Collaborates with IBM teams to ensure alignment with business partner engagement and negotiations with particular focus in National Market

• Supports ecosystem strategy and planning and contributes to the account planning process for Americas channel

Sales Execution:

Responsible for overall execution and closure of TLS Renewal & Expansion opportunities teaming with VADs/ Business Partners and Renewal & Expansion sales teams.

• Leads & coaches team to successfully renew and expand existing contracts, identify new opportunities and winback business from Third Party Maintainers.

• Builds the right mix of skills and optimizes resource utilization to meet market and client demands.

Managing for Growth:

Remains up to date on TLS offerings to articulate the IBM value proposition and differentiation from competitors’

• Coaches TLS Renewal & Expansion teams with clarity and conviction to ensure they fully understand how to do their jobs successfully to achieve Objectives and Key Results (OKRs)

• Demonstrates growth mindset and radical candor.

KPIs:

Revenue & Signings attainment to plan
On time, full quantity renewals and maximize yty price realization
Winback and new opportunity identification

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

Master deal and situational coaching through candid, open communication
Master territory management and leveraging resources/best practices for their team
Ability to effectively handle objections and maximize sellers' time with clients
Effective performance management of team to drive high-performance culture
Foster entrepreneurial mindset and calculated risk-taking
Understand and articulate the business value (tangible and measurable) our clients receive from Technology Lifecycle Services offerings.
Proficient in objection handling, negotiation techniques, pricing and delegation

Preferred technical and professional experience

Prior ecosystem experience

ABOUT BUSINESS UNIT

IBM Systems helps IT leaders think differently about their infrastructure. IBM servers and storage are no longer inanimate - they can understand, reason, and learn so our clients can innovate while avoiding IT issues. Our systems power the world’s most important industries and our clients are the architects of the future. Join us to help build our leading-edge technology portfolio designed for cognitive business and optimized for cloud computing.

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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