Technology Sales - Singapore - IBM

IBM

Verified Company

Singapore

1 week ago

Posted by:

Wei Jie

beBee Recruiter

Description

Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms.

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 products or solutions, a key go-to-market aspect of IBM's Ecosystem referred to as the 'Build with IBM' program.

With an understanding of your Partners' solutions, competitive insights, design thinking, and architecture and developer principles, you'll develop an IBM Software point of view which encourages co-creation between IBM and your Partners.

Positioning and closing Embedded Solution Agreements with your partners, you'll define business models that meet the needs of your partners, their clients, their addressable market, and IBM.

Your Role and Responsibilities
Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your Build partners.

You'll engage their interest by using interactive discussion techniques, use cases, and success stories that relate IBM's software strategy to their business needs.

You'll use this as an opportunity to educate them, to uncover their relevant objectives or technical barriers to achieving their goals, and to identify and qualify additional sales opportunities to embed IBM Software.

We're passionate about success.

If this role is right for you, then your achievements will mean that your career is flourishing, your partners are winning, and your clients are thriving.

To help ensure this win-win-win outcome, a 'day-in-the life' of this role may include, but not be limited to

Leveraging design thinking, architecture and developer principles, and competitive insights to build business cases that show partners the value of embedding IBM Software into the products or solutions they sell to their clients.
Augmenting partner engagements with IBM's breadth of capabilities to cocreate solutions and engaging Partner Technical Specialists to collaborate on compelling mínimal viable products (MVPs) that lead to investments in IBM's software or SaaS solutions.
Utilizing project management, strategic communication, partner and market insights, sales tooling, and territory planning to manage activities with your partners.

Required Technical and Professional Expertise

Demonstrable expertise in sales territory planning, attracting and recruiting new partners, and stakeholder management that leads to successful development and delivery of joint business growth plans.
Palpable excellence in building and nurturing professional relationships with key stakeholders both externally and internally within IBM, through effective listening and candid communication.
Handson sales experience with proven track record of forecasting, exceeding sales quotas, and partnership relationship management.
Provable ability to identify and understand what motivates software partners, finding synergies and cocreating valueadding solutions.
At least 5 years of relevant experience in Enterprise Software sales, preferably in channel role.

Preferred Technical and Professional Expertise

Experience of working with any of IBM's Software products, especially Watson AI offerings (Training across IBM's Software product suite is provided)

About Business Unit
The client needs of today can't be met by one vendor alone. Therefore, the role of technology partnerships is increasingly important.

The idea that the 'whole is greater than the sum of its parts' is at the root of IBM's 'Ecosystem', which is critical to scaling usage of IBM's products and services, and driving value for our partners, their clients and IBM.

Partner ecosystems are among the most powerful forces in tech and a growth engine for businesses - and IBM is no exception.

Our Ecosystem is integral to our growth and as an ISV Partner Specialist you're obligated to make sure the teams you lead and Partners you support are continually growing and succeeding with IBM's software and SaaS offerings.

It's an obsession that drives us to ensure our cross-internal and cross-partnership teams help their clients modernize and thrive. Always.

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 a