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Ecosystem Sales – Turbonomic

IBM

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

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

Identifying, screening, and recruiting new ecosystem partners for Turbonomic within a Geo / Market

  • Drives recruitment and onboarding of new Turbonomic partners, both for the Application Resource Management (ARM) and Network Performance Management (NPM) offerings, with targets to drive revenue with new partners
  • Coordinates technical enablement support for target partners
  • Research and meet with prospective partners to pitch them on becoming Turbonomic partners
  • Prioritize Turbonomic offerings for prospective partners interested in building and providing services on IBM technology
  • Drive partner onboarding process – register on partner world, introduce to IBM systems, resources, etc.
  • Proactively identify where Brand SMEs or Build and Service team investments are needed to progress a deal
  • Accelerate the adoption and deployment of Turbonomic (ARM and/or NPM)

Sales execution / strategic thinking:

  • Earn client’s trust and respect to be become their strategic technology partner
  • Bring deep technical expertise and a point-of-view to every opportunity
  • Use technical capabilities and experiential selling to inspire clients’ confidence in Turbonomic and to co-create strategies that are tied to business outcomes
  • Commit to define and deliver quantifiable client outcomes by teaming across IBM and the ecosystem
  • Step up with great confidence, clarity, sustained tenacity and resilience to win against the competition

Industry Expertise:

  • Apply relevant knowledge of client’s industry and position IBM’s value proposition in a strong Industry context, including:
  • Industry trends, business drivers, benchmarks, KPIs, etc.
  • Current industry technical components and their infrastructure which drive meaningful IT transformation discussions
  • A client’s challenges and an understanding of IBM industry solutions (with a focus on Turbonomic ARM and NPM)

Core Competencies:

  • Impactful Relationships
    • Contributes to IBM’s partner engagement strategy
    • Contacts target partner to evangelize missions, value and quantify market opportunities
    • Builds strong relationship with potential partners by presenting and articulating IBM unique value prop in the market
    • Coordinates IBM internal team required to build and deliver pitch to new partners
    • Engages at a very high level of executives to build trust and partner pipelines
  • Community expertise
    • Influences partner’s decisions on technology and partnership through executive presence and ability to convince
    • Articulates IBM value prop in partnership and differentiation from competitor’s offerings
    • Presents to target partner teams on partnership options, recommendations and approaches
    • Drives all aspects of partnership agreement details and partner on-boarding process
  • Industry / market expertise
    • Stay up to date on intra-market dynamics
    • Researches and builds understanding of target partner’s operating model
    • Identifies new partners suited to accelerate growth
  • Product Portfolio expertise
    • Remains up to date on IBM offerings
    • Understands how Turbonomic partners fit into partner roadmap and client bases
    • Proactively identifies areas of opportunities and value creation for target partners
    • Understands use cases for IBM technology, especially where it is superior to competition


Required Technical and Professional Expertise

  • A minimum of 3 years business development and / strategic planning
  • Technological understanding of IBM’s AIOps offerings and how Turbonomic fits in the solution spectrum
  • IT Director level sales experience
  • Understanding of the AIOps competitive landscape
  • Good written and verbal communication skills


Preferred Technical and Professional Expertise

  • A broad professional network of customers and business partners in the IT Ops marketplace.


About Business Unit

IBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.



Your Life @ IBM

Are 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 IBM

IBM’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 Statement

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.



Being You @ IBM

IBM 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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