IBM Channel Sales Acceleration Manager in Austin, Texas

Channel Sales Acceleration ManagerAnalytics unit is a significant contributor to IBM’s success and at the core of helping clients achieve business transformation for growth while capturing current market opportunities. Analytics drive over $7B for the IBM company with key offerings within four segments; Data Repositories, Information Integration and Governance, Enterprise Content Management, Advanced Analytics along with comprehensive SaaS offerings that truly differentiates IBM in the marketplace with proven hybrid implementation/capabilities. Current channel contribution is approximately a third of the total Analytics revenue, which is expect to grow to 50% contribution in 2017. The IBM Analytics Channel Sales Acceleration Manager is responsible for driving the channel sales program for Analytics worldwide. That includes, but is not limited to:

  • Developing and driving the worldwide Analytics channel strategy and sales achievement with overall business unit’s go to market strategy

  • Running Channels Sales Strategies, Developing Sales Playbooks, Running Sales enablement and execution metrics for IBM BPRs/BDRs

  • Enable ease of execution of the channel plan across all geographies which includes business partner recruitment, enablement, go-to-market programs, and sales execution

  • Provide guidance for deployment of channel resources across the geographies to balance partner recruitment and coverage of market routes

  • Establishing and managing the Analytics channel strategy, program, and execution requirements.

  • Driving a worldwide channel sales cadence and measurement tracking to achieve channel contribution targets

  • Interlock with extended teams (OM, Marketing, Enablement, Lab Services, Development) to drive channel sales playbooks.

  • Leveraging IBM PartnerWorld and corporate resources to drive programmatic partner programs

  • Leading strategy for partner ecosystem transformation to accelerate the ramp up of SaaS business

    The successful WW Channel Sales Manager is an experienced, proactive leader who can establish a standardized approach for partner recruitment, support and ramp up in concert with

  • Analytics market knowledge and direct or channel sales experience

  • 5+ years experience in Channel for all RTMs partner types (Reseller, VAD, ESA, ISVs, MSPs, CSPs, GSIs) demonstrated by leadership skills in a regional or global role

  • Must have market relevance and ability to work in a fast pace environment

  • Proven track record presenting and interacting with business executives, both internally and externally (channel partners)

  • Demonstrated recruiting, enabling and selling with partners and/or consultants

  • Demonstrated knowledge & experience with IBM's partner programs for resellers and consultants

  • Demonstrated recruiting, enabling and selling with partners and/or consultants

  • Experience with IBM's certification program for partner sales & sales technical certifications

  • Demonstrated knowledge & experience with IBM's Incentive/Resale program participation options for all RTM partner types.

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