- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
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IBMEmployee Stock Purchase Plan, financial counseling, life insurance, short & long - term disability coverage, and opportunities for performance based salary incentive programs
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IBMSales 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. The compensation range listed for this position is the
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ISV Partner Specialist - Armonk, United States - IBM Computing
Description
IBM
ISV Partner Specialist
in
Armonk ,
New York
Introduction
As an ISV Partner Specialist (IPS) your mission is to engage prospective ISVs and Build Partners, developing opportunities to co-create and embed
IBMAI Software into a Partner's commercial solution offerings.
You understand the Partner's solution and GTM strategy and develop value propositions which encourage the Partner to embed
IBMAI Software into their solution.
With a focus on the full lifecycle of Build with
IBMactivities, you create opportunities to close Embedded Solution Agreements and define a business model which meets the needs of the Partner and IBM.
Once established, you'll introduce the Partner to IBM's go-to-market benefit program designed to accelerate the Partner's GTM, generating new revenue sources for
IBMand the Partner.
Naturally skilled in developing and cultivating professional relationships, you'll establish trusted advisor relationship with your Build partners.
You'll engage their interest by using interactive discussion techniques, use cases, and success stories that relate IBM's software strategy to their business needs.
You'll use this as an opportunity to educate them, to uncover their relevant objectives or technical barriers to achieving their goals, and to identify and qualify additional sales opportunities to embed
IBMSoftware.
Your primary responsibilities will include:
Constructing Business Cases with
Design Thinking:
Utilize design thinking, architecture, developer principles and competitive insights to create business cases that illustrate to partners the value of integrating
IBMSoftware into the products or solutions they offer to their clients.
Enriching Partner Engagements with IBM's Capabilities: Enhance partner engagements with IBM's extensive capabilities to co-create solutions and collaborate with Partner Technical Specialists to develop compelling minimal viable products (MVPs) that result in investments in IBM's software or SaaS solutions.
Effective Management of Partner Activities:
Employ project management, strategic communication, partner and market insights, sales tools and territory planning to effectively manage activities with your partners.
In addition to driving business with our build partners, we will expect broader strategic thinking and transformation in our organization including the following responsibilities:Boosting revenue and expanding a company's market reach.
Their role includes analyzing markets, devising sales plans, implementing strategies, optimizing sales processes, collaborating with sales teams, monitoring performance, adapting to market changes, and managing client relationships.
Ultimately, they drive sales growth through strategic planning and execution.A Sales Development Strategist is crucial for revenue growth.
They:
Analyze markets
Implement strategies
Collaborate with other sales teams
Monitor performance
Adapt to market changes
Required Technical and Professional Expertise
Demonstrable client-facing, deep technical subject matter expertise.
Proven discipline and attention to detail with the usage of sales management and recording systems, and expectation setting/follow up.
Expertise in Sales Territory Planning:
Demonstrate expertise in sales territory planning, attracting and recruiting new partners, and stakeholder management that results in the successful development and delivery of joint business growth plans.
Excellence in Relationship Building:
Exhibit palpable excellence in building and nurturing professional relationships with key stakeholders, both externally and internally within IBM, achieved through effective listening and candid communication.
Hands-On Sales Experience:
Possess hands-on sales experience with a proven track record of forecasting, exceeding sales quotas and effectively managing partnership relationships.
Ability to Identify Partner Motivations:
Show a provable ability to identify and understand what motivates software partners, finding synergies and co-creating value-adding solutions.
Preferred Technical and Professional Expertise
Experience with
IBMSoftware Products:
Possess experience of working with any of IBM's Software products, with a particular emphasis on Watson AI offerings (training across IBM's Software product suite will be provided).
About Business Unit
IBMhas 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.
By complementing local expertise with global experience and digital capabilities,IBMbuilds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities.
Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that
IBMand partners supply.
IBMis also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMIn 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.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company.
They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers.
The courage our IBMers have to make critical decisions everyday is essential to
IBMbecoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
About IBMIBM'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.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the
IBMCloud to run their business.
Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBMoffers a competitive and comprehensive benefits program.
Eligible employees may have access to:
IBMis 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.
IBMis also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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