We live in a moment of remarkable change and opportunity surrounded by business analytics. Data and technology are transforming industries, society and even the workplace by creating professions that did not exist before the emergence of Cloud, analytics, mobile, and social technologies. As the largest technology and consulting employer in the world, IBM is a leader in this global transformation and just the place to continue and grow your career working with cutting edge analytics technologies. Position SummaryThis role is focused on developing and growing the Saas/Cloud Business leveraging the Business Partner (BP) channel for the Analytics Business Unit (BU) in ANZ to meet Analytics Saas revenue objectives for Analytics Saas business outside the top tier client set. The successful applicant will be required to build/develop a balanced BP ecosystem that has the capacity and capability meet revenue objectives and grow the Analytics Saas business for this client set. Responsibilities
Develop the Business Plan for the Saas Analytics BP Business in ANZ for the targeted client segment, working closely with the Analytics Business Partner Mgrs, the ONE Channel team and the BU leadership. The Business Plan should show how Analytics Saas revenue targets will be achieved leveraging commercial models that include resell, Managed Service Provider (MSP) and Embedded Solutions (ESA/ASL)
Meet Analytics Software Saas BP Channel revenue targets for ANZ with a focus on the Commercial Client Segment.
Build and increase BP Analytics Saas Solutions capability and capacity; with a focus on delivering autonomous Saas revenue
Manage an accurate and detailed forecast that meets monthly and Quarterly Saas revenue objectives
To be achieved by:
Ensuring comprehensive and dynamic Saas BP Plan elements are in place as part of the overall Analytics Business Partner plans that exist for key BPs. The Saas BP Plan or plan elements need to include Technical and Sales Capability and Capacity, as well as Marketing and Demand Generation elements. The plan or plan elements should include period milestones to be reviewed, assessed and evolved regularly.
Understand and align to the BU Saas Business plan and strategy to support growth objectives.
Drive a Saas focused engagement between Analytics BPs and IBM sales teams in New Zealand and Australia to drive revenue growth.
Recruit and develop new partners focused on building, marketing and selling Analytics Saas solutions targeting market opportunities by industry and solutions areas.
Work with BP Marketing and Marketing teams to drive partner identified Saas pipeline
Engage Digital teams to identify and progress Analytics Saas opportunities
Work with Digital, Software and Analytics Sales teams to facilitate lead passing
Work with Value Added Distributors to increase Analytics Saas reach and coverage.
Engage technical professionals to ensure BPs’ technical vitality and meet enablement requirements in relevant Saas solution and product areas.
Minimum 5 years channel management experience
Minimum 3 years sales experience
A sound understanding of finance and accounting principles related to running a business
Analytics and/or Saas knowledge and domain expertise is desirable