** Please note: Candidate must live within the following locations - NY/NJ - San Francisco, CA or Seattle, WA
What are the top responsibilities of this role?
Build and manage portfolio of Independent Software Vendors (ISVs)/ Service Providers (xSPs) and System Interrogators (SI) business partners in the US market
Develop IBM Cloud skills and pipeline with portfolio of business partners leading to IBM Cloud closed business
Progress and close business with IBM Cloud business partners
Remove business partner sales barriers and enhance sales processes to support IBM Cloud business partners
Maintain and report accurate forecast and performance view for portfolio of business partners
Other Key Attributes
Direct sales experience
New offering skills and experience
Being a Good hunter
What types of technologies and trends, beyond the requirements, should someone in this role be passionate about?
What is the value proposition for this role? Why would someone want to be part of this group?IBM is the Cloud Platform and Cognitive company. IBM is a leader in Cloud technologies, serving companies of all sizes. IBM investment in Cloud technology includes the acquisition of 45+ companies including a $2.5B investment in SoftLayer (IaaS) and the internal development of Bluemix (PaaS, bluemix.net). Come join the fastest growing segment of IBM's business, selling breakthrough technology, on a team of entrepreneurial, high-energy, "wired to win" salespeople building a portfolio of partners focused on delivering IBM's best technologies to clients making their move to the Cloud.What personality traits would make a person successful in this role?
Strong selling, relationship and account management skills
Strong organizational skills and the ability to effectively manage a territory through business partners
Ability to understand business problems, articulate a corresponding solution based on IBM software, build a value proposition, and establish a compelling reason to act
Ability to communicate effectively and accurately, both written and verbally
Understanding of competitive technologies and their place in the market
A strong coach to business partners as they build distinctive offerings on IBM technology
Proficiency in MS Word, Excel, & PowerPoint solutions
Unite to win" mentality and a sense of urgency
Cloud services experience and partner development is required. Product marketing experience desired. *
Prior software and services channel and partner sales management experience, selling to and with enterprise software ISVs, service providers, and system integrators (5 years).
Knowledge of cloud technologies (2 years).
Demonstrated go-to-market (GTM) experience in developing joint engagement and joint revenue models with partners (5 years)
Cloud SW Sales