Job Information
IBM Channel and Alliance Sales Manager, Power in Singapore, Singapore
Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and partners you'll grow revenue in your assigned portfolio by increasing your partners' 'Sell' activities for your territory.
Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM's breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies.
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
As a Channel and Alliance Sales Specialist specializing in Power Systems, you will be responsible for driving revenue growth through strategic partnerships, ISV and channel sales initiatives. Your primary focus will be on establishing and nurturing relationships with key ISVs, resellers, and distributors to promote our cutting-edge server products and solutions. This role requires a blend of business acumen, technical understanding of server technologies, and strong relationship-building skills.
Key Responsibilities:
Alliance and Partner Development:
Identify, recruit, and onboard strategic ISV partners, resellers, and distributors in alignment with Power Systems.
Build and maintain strong relationships with key stakeholders within partner organizations, fostering collaboration and mutual success.
Sales Strategy and Planning:
Develop and execute a comprehensive channel sales strategy to achieve revenue targets and market share objectives.
Collaborate with internal teams, including marketing and product management, to align strategies and ensure consistent messaging across all channels.
Training and Enablement:
Provide training and enablement programs for partners to enhance their understanding of our server solutions, positioning them to effectively sell and support our products.
Regularly update partners on new product features, industry trends, and competitive analysis to keep them well-informed.
Sales Performance Monitoring:
Implement metrics and key performance indicators (KPIs) to monitor the performance of channel partners.
Conduct regular business reviews with partners to assess progress, address challenges, and identify opportunities for improvement.
Deal Management:
Collaborate with partners on deal registration, pricing, and proposal development to ensure competitiveness and profitability.
Facilitate communication between partners and internal teams to ensure timely and accurate delivery of solutions.
Market Intelligence:
Stay informed about market trends, competitor activities, and emerging technologies in the server solutions space.
Use market intelligence to provide input on product development and positioning.
Required Technical and Professional Expertise
Proven Track Record of Success in Technology Sales : A successful track record in technology sales, with a strong emphasis on acquiring new clients.
Application of Business and Commercial Acumen : Practical application of business and commercial acumen, able to communicate it effectively at all levels to showcase the operational impact and financial value of technological solutions.
Excellent Communication and Presentation : Skills that engage, compel, and influence effectively.
Preferred Technical and Professional Expertise
Comprehensive Knowledge of IBM's Product Suite: Possess a strong understanding of IBM's product suite (full training on IBM's technologies will be provided).
Understanding IBM's Competitive Distinctions: Grasp IBM's competitive differentiations as well as the position of competitors in the market.
About Business UnitIBM has 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, IBM builds 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 IBM and partners supply. IBM is 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 IBM becoming 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.
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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 IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. 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 StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBMIBM is 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.