Select Sqad Leader in Sydney, Australia

Introduction

At its core, this is a Brand Partner Specialist-Territory (BPS-T) sales role with a mission to collaborate with IBM business partners to sell IBM Technology and Platform solutions into the assigned territory of client accounts. You must be an expert and advocate for your IBM platform’s technology and its associated offerings. You deeply understand and advocate IBM’s Partner Plus program, aligning the right IBM technical, co-marketing, go-to-market tools and resources to drive demand generation, opportunity progression, and/or solution co-creation between IBM Business Partners engaging clients within your territory. You coordinate across IBM teams (e.g., sales, technical, product, marketing, etc.) and IBM business partners to drive territory planning, demand generation, progression (through technical expertise), and closure by solving our client’s business problems.

The role accountabilities include

· Territory Planning & Partner Management

· Sales Execution & Cross IBM Engagement

· Managing for Growth

What capabilities do you need?

· Ability to prospect and generate demand

· Ability to co-sell with IBM Business Partners in front of Clients

· Influence Client’s & IBM Business Partner’s Technology Decision

· Ability to create a territory plan for, communicate with, and advise Business Partners

· Knowledge of IBM tools & processes that accelerate the sales cycle, including knowledge of IBM technology pricing/subscription models

· Experience with Design Thinking methodology

· Prior channel partner sales experience

What are your Objectives and Key Results(OKRs)?

· IBM Platform revenue attained by Business Partners within assigned Select territory

· IBM Ecosystem revenue growth within assigned Select territory

· Increased Business Partner engagement as measured by participation in IBM Platform results

· Strategic Ecosystem growth metrics including BPOI, number of revenue generating Business Partners by Platform

Your role and responsibilities

This Select Squad Leader – Enterprise Accounts role is an Australia based Brand Partner Specialist-Territory (BPS-T) position with special focus on collaborating with Brand & Technical leaders to up-sell and cross-sell opportunities to enterprise clients. This role will assist in improving squad execution, cross-selling, and client reach.

Required technical and professional expertise

· Ability to prospect and generate demand

· Ability to co-sell with IBM Business Partners in front of Clients

· Influence Client’s & IBM Business Partner’s Technology Decision

· Ability to create a territory plan for, communicate with, and advise Business Partners

· Knowledge of IBM tools & processes that accelerate the sales cycle, including knowledge of IBM technology pricing/subscription models

· Experience with Design Thinking methodology

· Prior channel partner sales experience