Brand Sales Partner

IBM
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Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.



Your Role and Responsibilities

Main responsibility is driving and managing IBM Cloud&Data Platform brand sales in your client territory in Romania, achieving sales quotas and operating within ‘Ecosystem First’ model of working with IBM business partners. Responsibilities include:

  • Defining and executing territory sales plan and strategy based on global sales plays, regional focus and priorities and IBM Ecosystem operating model.

  • Sales execution to achieve sales quotas in close cooperation with IBM Ecosystem.

  • Opportunity co-creation and progression with IBM Ecosystem

  • Participate in IBM Ecosystem development. Collaboration with IBM Ecosystem team for developing partners skills and overall capacities in product areas of interest, to support overall territory sales strategy
  • Be integral part of wider IBM Technology organization, collaborate with other IBM business units and regional organization for achieving maximum possible results.



What you’ll do:

  • Be a key driver of opportunity identification, pipeline and demand generation in territory for IBM Data, AI and Automation offerings

  • Provide portfolio knowledge and use case expertise for Data, AI and Automation offerings for the market
  • Client Activities - Actively understand client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Negotiate access to key decision makers, establish and maintain relationship.

  • Trusted advisor - Establishes strong management and CxO relationships based on knowledge of client requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

  • Work closely with Ecosystem sales, software and partner architect and tech sales to influence key partner’s tech agenda and inclusion of brand specific technology in partner solution within assigned territory

  • Work closely, to maintain relationship and coordinate regional IBM Technology organization to use deep technology skills for opportunity identification, progression and closing
  • Maintain CRM system with accurate client and pipeline information.


Required Technical and Professional Expertise


  • Minimum 5 years of relevant professional experience in technology sales in direct client facing roles.

  • Established contacts and relationships with key clients on Romanian market.

  • Bachelor’s degree in IT, Telecommunications or related technologies

  • Strong experience in working as a part of channel-based business model.

  • Architectural Thinking and ability to align software offerings with client’s strategic initiatives and business drivers.

  • Excellent oral and written communication, and presentation skills

  • Creative thinking and problem-solving skills

  • Knowledge of modern technology concepts – Kubernetes, OpenShift, microservices architecture, process automation, observability on the side of Automation platforms. Data Fabric, Data Science and AI, Data Virtualization, Governance and Visualization, DataWarehouse and Data Lake on the side of Data&AI.


Preferred Technical and Professional Expertise


  • Previous cooperation with IBM and knowledge of IBM organization and go-to-market models.

  • Knowledge of key offerings in IBM Automation and Data&AI offerings


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 @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.



Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.



It's time to define your career.



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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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