IBM Global CoC Sales Specialist in BANGALORE, India

About IBMIBM is a global technology and innovation company present in India since 1992. It is the largest technology and consulting employer in the world, with approximately 380,000 employees serving clients in 170 countries. In this new era of Cognitive Business, IBM is helping to reshape industries as diverse as healthcare, retail, banking, travel, manufacturing, and many more, by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things. We are changing how we create. How we collaborate. How we analyze. How we engage. IBM is a leader in this global transformation. Business Unit introductionIBM Global Technology Services (GTS) helps clients plan, implement and manage an efficient, resilient, flexible IT infrastructure. IBM GTS is the partner of choice for infrastructure services – be it transformational outsourcing tied to business outcomes or integrated managed services or discrete services. Who you are:

  • Identification of offering requirements (feature/function/pricing) which will be attractive to the BP community for the customer sets they sell to with emphasis on execution against channel readiness checklist, including:

  • Attractive business proposition for Business Partners including adequate margin/incentive structure

  • linkage with offering and BT/IT as needed to ensure Business Partner friendly ordering, billing and fulfillment systems

  • OI and OO assets designed for BP consumption across GB, including Mid-market territories

  • Business Partner enablement including education roadmaps and certification programs as required

  • availability of pre and post-sales technical support required to support Business Partners

  • availability of appropriate channel communications, demand generation tools and deliverables from marketing

  • appropriate contractual documents including SOWs, service descriptions, exhibit updates coordinated with channel management and Contracts & Negotiations

    What you’ll do:

  • Advocate for these requirements with Service Line Offering Management teams to drive resolution or escalation as needed

  • Engagement during offering development with the offering team and geographies to ensure broad availability of service area’s offerings to the BP channel with appropriate transaction models, enablement etc. and to highlight issues and concerns

  • Participate in Route to Market planning with selection of appropriate channel teaming model(s) to address needs of various partner types

  • Engagement with channel management, geography, marketing and deployment teams to ensure offering readiness at launch with updates as needed during the offering’s life cycle

  • Support the geography team in driving new Service Area relationships in assigned geography, across all partner types

  • Collaborate with geography IS channel teams to identify and resolve pervasive partner skills and solution issues

  • Develop and implement closed loop process to drive continuous improvement

  • Work as trusted advisors to IS geography channel and Service Line leaders to ensure successful capture of key marketplace opportunities with the channel, including local channel advisory councils

  • Collaborate with Service Lines to identify and achieve win-win

    How we’ll help you grow:

  • You’ll have access to all the technical and management training courses you need to become the expert you want to be.

  • You’ll learn directly from expert developers in the field; our team leads love to mentor.

  • You have the opportunity to work in many different areas to figure out what really excites you.

Execute sales communication initiatives driving focus on seller education, enablement and incentives Drive alignment of attainment performance for FLSMs and Sellers (e.g. >100%, >90%, <80%)

Center of Competency (CoC)