Position Summary & Responsibilities
Achieving the territory brand objectives using BP Route 100%
Build Transaction Roadmap for Partner Territory
Implementing territory Plan-to-Make Plan
Perform Gap to Plan Analysis & Actions for partner territory
Building and managing business plans with local business partners
Analyzing territory and partner firm performance gaps and developing resolution plan
Engaging business partner sellers to develop territory business and drive sales execution
Driving joint sales calls with partners on key and complex opportunities
Owning the territory execution of the channel services specialty sales plays
Leading pipeline progression business partners
Assisting BPs to deploy services specialty and solutions plays at territory level
Extensive knowledge of the Global Technology Services (GTS) offerings portfolio.
Able to identify and resolve skills and program issues and apply knowledge of tools and selling offerings, programs and initiatives.
Ability to support the BP's strategic and tactical plans in assigned solution area, while exceeding GTS solution area business objectives and measurements at assigned BP account
Ability to clearly understand the BP's vision, strategy, goals and objectives, and be able to link them to IBM business programs in assigned solution area.
Ability to successfully co-sell and manage sales execution of GTS services specialties across assigned territory.
Strong written and verbal communication skills
- Bachelor's Degree
- At least 5 years experience in evaluating Business Partner sales capabilities
- English: Fluent
- Master's Degree in Business/Management
- At least 6 years experience in evaluating Business Partner sales capabilities