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Introduction
l Recruit new partner from competitor and 信创 eco.
l Develop and manage relationships with IBM channel partners
l Drive sales of IBM storage solutions (e.g., FlashSystem, Storage Scale, tape and data protection solutions) through the channel
l Create and execute channel sales plans to meet or exceed revenue and pipeline targets
l Enable partners through training, sales tools, and joint customer engagements
l Support partners in identifying opportunities, qualifying leads, and closing deals
l Collaborate with IBM internal teams (sales, marketing) to align channel strategy
l Conduct regular pipeline reviews, forecasting, and performance tracking with partners
l Lead or participate in joint marketing activities, events, and campaigns
l Ensure partners comply with IBM policies, programs, and certification requirements
Your role and responsibilities
As a Technology Partner Leader: Generalist, you will be responsible for influencing the partner's technical strategy toward IBM's Technology and growing the capability and capacity of the overall ecosystem. You will work to incorporate and embed IBM technology into partners' reference architectures, practices, and solutions. Your primary responsibilities will include:
• Influence Partner Strategy: Influence the partner's technical strategy toward IBM's Technology by identifying opportunities to embed IBM technology into their reference architectures, practices, and solutions.
• Coordinate Technical Expertise: Coordinate IBM technical expertise to identify, design, and implement valued client-centric solutions that meet the partner's needs.
• Grow Ecosystem Capability: Focus on growing the capability and capacity of the overall ecosystem by increasing partners' technical capabilities for demonstrating and deploying IBM Technology at scale.
• Enable Partner Sellers: Increase partners' technical capabilities for demonstrating and deploying IBM Technology with partner firms' sales and technical sellers.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
l Bachelor’s degree
l Experience in channel sales, partner management, or B2B technology sales
l Knowledge of enterprise storage concepts (SAN, NAS, flash storage, data protection, hybrid cloud)
l Strong communication, negotiation, and relationship-building skills
l Ability to manage multiple partners and opportunities simultaneously
l Experience working with CRM tools and sales reporting
Preferred technical and professional experience
• Technical Architecture Knowledge: Exposure to working with technical architectures to incorporate and embed technology into partners' reference architectures, practices, and solutions is beneficial. This includes understanding how to design and implement valued client-centric solutions that meet partner needs and drive business growth.
• Ecosystem Development Experience: Experience working with ecosystem development through technical enablement and partner engagement is advantageous. This involves growing the capability and capacity of the overall ecosystem by increasing partners' technical capabilities.