Channel Sales Leader at IBM - International Business Machines

Req ID: 304628BR
Category: Sales
Position Type: Professional
Employment Type: Full-Time
Contract Type: Special Terms

Your Role and Responsibilities

• Maintain, grow, and be responsible for existing focused software business partners revenue streams
• Develop, grow and be responsible for new revenue streams from strategic transformation software areas for IBM Cloud and solutions.
• Drive partners to overachieve pipeline and revenue targets
• Identify, recruit, and activate new partners in key areas and cover offerings and solutions coverage GAPs
• Acquisition and development of new and existing customers to complement the strategy and focus of the partner – across all solutions areas of IBM Cloud.
• Organizing, implementing and controlling the activities needed to achieve the sales goals
• Drive transformation to Strategic Imperatives (Cloud) and higher value solutions, via specific enablement and GTM activities and developing key solutions skills expertise and certifications.
• Be responsible for weekly cadence and business management processes within the partner and into IBM Channel Management.
• Responsible for a transparent business including forecasts, market information, competition information and customer related information
• Responsible for ensuring a high level of integrity and trust with the Partner, driving loyalty and close Partner relationship to achieve successful, stable and transparent business
• Create and manage Partner Growth Plans and specific business plans with relevant partners, customers or markets / solution areas
• Implementation of customized marketing and business development activities and be responsible for the aligned marketing budgets available.
• Responsible for Partner & customer satisfaction
• Ensure appropriate executive relationships with the Partner
• Participation at events and trade fairs if necessary
• Must be prepared to travel
• Conduct business review with partners and recommend improvements.

Required Technical and Professional Expertise

• At least 8 years experience in Software related channel sales
• Demonstrated experience in Cloud
• Minimum 10 years Channel sales experience in enterprise IT market
• Excellent communication skills
• Excellent presentation skills
• Proven sales track record in both direct and channel sales
• Understanding and implementation of solutions selling
• Ability to manage customers at all levels
• Technical background is preferred