IBM Channel Sales Lead - Agriculture in San Jose, California

Job Description

The Weather Company, an IBM Business is seeking a Channel Sales Lead - Agriculture. In this role you act as the primary business partner contact for Business Solutions (B2B) weather based Agriculture opportunities of The Weather Company (TWC) portfolio for multiple partners. You will lead the activity in region for TWC sold through the channel. In the role, will you drive all aspects of growing and nurturing the relationships with partner accounts and accelerating sales. You will work with IBM business partners to develop pipeline, close deals, and support the education/enablement needs of the partner base.

You will interact with IBM Business Partners, TWC direct and channel sales reps, industry specialists, marketing and sales enablement on a daily basis. Your work will integrate recruit, executive engagement, sales attainment, account planning, technical readiness, marketing support, etc.

The Channels Sales Lead for Agriculture is expected to drive “everything that needs to be done” in order for the partner to grow its business with TWC. You will be measured with targets on partners recruited and sales revenue attainment.

  • Proactively identify and recruit reseller partners

  • Manage partner enablement and on-boarding processes

  • Create and execute lead generation strategies, in-country campaigns and go-to-market plans with key partners (e.g. joint field events, webinars, translated whitepapers, etc.) in order to identify new leads

  • Drive increased revenues as a result of leads generated and opportunities closed by partners

  • Provide sales support to IBM brand reps, TWC reps & the partners’ sales team during partner deals, as needed

  • Creatively meet and exceed channel signings goals

  • Act as an advocate on behalf of assigned partners and understand partner's goals and objectives and what will make them successful

  • Cultivate and strengthen relationships within all levels of the partners organization (specifically sales, account managers, and management)

  • Manage the ongoing relationship of existing partners, most time will be spent with the top 20% prioritized partners

Required Technical and Professional Expertise

  • 7+ years of successful experience in Partner Channel Sales, Business Development

  • At least 5 years’ experience working with large Agribusinesses in a sales environment

  • Demonstrated skills in recruiting and building partner channel

  • Proven track record selling in region

  • Strong network in region and in each country with local IBM reps and business partner community

  • Demonstrated communication and presentation skills (verbal, written) as well as organizational skills

  • Demonstrated in building and managing a business – planning, pipeline building, driving cadence, accurate forecasting, and communicating results

Preferred Tech and Prof Experience

  • None

EO Statement

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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.