Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As an Ecosystem Manager, your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.You'll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division's execution with the broader corporate strategy. You're responsible for the overall sales performance of your Ecosystem team, resource deployment, and execution of territory plans which deliver growth for the country, market, and the team(s) you oversee.Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.
Your Role and Responsibilities
You'll guide your team to support their partners by connecting the IBM Ecosystem point of view and available assets with partner business goals, with a focus on achieving the revenue objectives of your market /country.
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…Aligning with country /market Technology leaders on decisions regarding Ecosystem resource deployment, partner selection, and client /opportunity route-to-market.Engaging directly with partners and their clients when supporting your Ecosystem team to progress high value campaigns and opportunities.Proactively augmenting partner and client engagements with IBM's breadth of capabilities to co-create value-added solutions (e.g., Customer Success Managers, Technical Sellers, and Marketing).Accelerating opportunity lead passing from IBM sales teams to IBM partners, who will then take responsibility for progressing and closing those leads across territories and in country/market. Required Technical and Professional Expertise Provable excellence in people, communication, and collaboration skills supported by a track record of multi-level networking and influencing throughout the successful closure of complex technology sales cycles – with and through others.Adept project management, strategic communication, and insight gathering skills in addition to contemporary experience with collaboration /sales tools and sales methodology-based techniques. Preferred Technical and Professional Expertise Demonstrable success leading and influencing direct and/or 3rd party technology sales teams to achieve sales quotas in complex technology sales and account relationship /development environments.Experience working with any of IBM Technology's offerings such as (but not limited to) IBM Cloud Paks, IBM hardware or storage solutions, Data & AI software, AI-based Operations software, Watson-based Customer Care, Security software, or Red Hat products and solutions. (In-depth training across IBM's product suite is provided)
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