Brand Sales Specialist

2 weeks ago

Coral Gables, United States IBM Computing Full time

IBM Brand Sales Specialist - IBM Power Southeast in Coral Gables, Florida Introduction A Technology Seller's mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with clients, IBM account teams, and/or through our sales ecosystem partners. With credibility as a knowledgeable market and industry advisor, you'll earn client's trust and respect to become their strategic technology partner. Using the knowledge of your clients' business and industry you'll identify and prioritize opportunity areas that will improve their business performance. Being highly skilled in building and nurturing strategic client relationships, you'll use your consultative style to drive the adoption and penetration of IBM's platforms through innovative solution recommendations that leverage IBM technologies, architectures, industry content, and offerings. Your Role and Responsibilities Engagement with IBM Teams: Engage IBM local country/market sales teams, Lead Development Teams, Marketing, and technical teams to accelerate your partners' success. Leveraging Ecosystem Programs and Co-Marketing: Utilize Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation. Enhancing Sales Velocity: Increase sales velocity by improving partner lead-passing discipline and identifying and closing partner skills gaps, capability, and capacity. Negotiation for Commitment: Negotiate to successfully secure commitment to solutions while maintaining integrity and relationships with internal teams, external partners, and clients. The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation. By aligning territory planning, demand generation, lead passing, and sales execution with IBM partners you will grow revenue in your assigned portfolio by increasing your partners' 'Sell' activities for your territory. Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM's breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies. Required Technical and Professional Expertise Technology Partner Sales Offering Expertise: Have ability 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: Keep a track record of consistently achieving targets with and through others, showcasing high performance, and challenging self and others to consistently deliver results. Proven Experience in prospecting, deal progression and quota achievement in one or more of the following software solutions: Maximo, Tririga, Engineering, Sterling Order Management, Sterling Data Exchange for B2B. Preferred Technical and Professional Expertise Comprehensive Knowledge of IBM's Product Suite: Have 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. 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. 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. 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. IBM is also expanding its reach to new and existing clients through digital marketplaces. Location Statement 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, among others. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. We consider qualified applicants with criminal histories, consistent with applicable law. Being You @ IBM IBM is committed to creating a diverse environment and 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. #J-18808-Ljbffr

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