Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

• Working with Ecosystem Partners, influence clients’ technology strategy through IBM Brand Solution proposals, technical proofs and compelling value propositions
• Win with Ecosystem Partners against competitors by co-developing a superior technical solutions and delivering maximum client business value
• Leverage client opportunities to grow the technical capability of Ecosystem Partner
• Proactively identify and engage with Ecosystem partners to progress technology opportunities in your territory resulting in the successful sale and deployment of IBM Solutions
• Collaborate with other IBM Sales roles, teams and Ecosystem Partners on client opportunities which leverage your expert Brand Solution expertise
• Advocate the architectures that demonstrate the business value of IBM Technology
• Co-sell and collaborate with Ecosystem partners to deliver winning solutions to our clients
• Evangelize IBM’s Hybrid Cloud and AI Strategy and Portfolio with your clients and partners to increase adoption of IBM Technology
• Seek cross-brand selling through team account planning to maximize the penetration of IBM Solutions broadly across your territory
• Engage with partners to use reference selling, competitive positioning and early sales cycle proofs to capture and grow solution opportunities
• Proactively engage with the other Ecosystem roles to grow the technical capability of Ecosystem Partners in your brand specialty in order to scale the IBM business in your territory

Required Technical and Professional Expertise

• Experience with IBM Technology solutions, IBM Hybrid Cloud strategy and a deep level of technical skills in the assigned brand specialty products.
• Experiential selling including co-creation and hands-on technical sales methods such as: demos, custom demos, Proofs of concept, Minimum Viable Products (MVPs) or other technical proofs
• Exceptional interpersonal and communication skills, and an ability to collaborate effectively with Ecosystem Partners, clients and sales professionals.
• Experience of successfully engaging with Ecosystem Partners and clients to identify, progress and win IBM Technology sales opportunities.
• Experience of working in cross-functional teams, with Ecosystem Partners and a matrix management organization.
• Expertise and experience in AI Ops software like Instana and Turbonomic and Business Automation

Preferred Technical and Professional Expertise

• Build deep understanding and expertise of Ecosystem programs, Technology Sales roles, enablement offerings, tools and teams.
• Demonstrate Entrepreneurial Territory Leadership.
• Build deep brand expertise to assist partners to deliver PoX (Custom Demo, PoC, MVP, etc.) to progress opportunities.