an introduction
At IBM, business is more than a job – it’s a call: to build. for design. to code. For consultation. To think with customers and sell. to make markets. invent. to cooperate. Not just to do something better, but to try things you never thought possible before. Are you ready to lead in this new age of technology and solve some of the world’s most challenging problems? If so, let’s talk.
Your role and responsibilities
The role of Brand Partners Specialist Leaders (BPS) is a brand specialist role with responsibility for the success of partners in their markets
Responsible for partner success as per brand revenue for data and AI and driving BPSs deployed across MEA sub-regions
Leading partner success.
Depth of skills in the dedicated brand to support partner resale opportunities
Leverage project management, strategic communication, partner/client insights, sales (ISC/PRM) tools, and area planning to manage activities with assigned partners (eg, sales campaigns, lead generation, advancement, empowerment, advocacy, local recruitment)
Enhancement partner engagements with the breadth of IBM capabilities to co-create solutions (eg Hybrid Cloud Build Team, Technical Vendors, Expert Labs, Marketing)
Responsible for revenue growth, empowerment, and overall go-to-market sales execution across all IBM regions served by Data & AI Partners
Influence partner sales, technical leaders and practices to increase adoption and leadership in brand offerings/offers over competitive alternatives
Co-create committed action plans to drive brand growth by leveraging partner customers, practices, and priorities
Activate partners’ capabilities and capabilities by implementing a skills empowerment plan and co-marketing strategy, utilizing promotions and incentives at the company and partner vendor level
Improve IBM sales productivity by connecting partner with local IBM teams (eg BPS, BSS, BTS, IBM Digital) in covered areas to launch joint local sales/prospecting, customer coverage strategies and account planning
Selling through local partners and working with peer brand sales professionals and their FLM territory to drive local partner success and grow the overall ecosystem
– Develop an area plan to identify local partners, skills, prospecting targets, and gaps that benefit from the job installation base and play-tend data
Launching joint local exploration/sales operations with partners
Aligning sales execution, demand generation, and lead passing between IBM Digital and partners
– Joint selling with partners, empowerment when opportunity
responsibilities
Account Planning and Stakeholder Management Deployment of BPSs across MEA sub-regions.
Develop partner/territory plans (plan on a page) to identify key partners, strategic growth areas, revenue targets, enabling goals, and milestones to measure success
Involve state/local sales teams, digital sales, marketing and technical teams to activate joint plans
– Evaluate progress quarterly with the country/market ecosystem leader and brand FLM
Sales execution and engagement across IBM – Leading BPSs spread across MEA sub-regions.
Create quarterly partner/territory opportunities roadmap and progress management system to address client challenges, connect partner and IBM vendors, and progress passed from IBM field leads and digital vendors
Engage directly with partners and clients to support high value engagements and opportunities
Leverage ecosystem software, co-marketing, and ISC/PRM tools to drive co-demand generation, prospecting, or co-innovation of solutions
Connecting partner and IBM vendors in the partner-served city/country/markets to facilitate local execution of prospecting, lead generation, and go-to-market
Partner and customer engagement with the breadth of IBM’s solution-creation capabilities (eg Hybrid Cloud Build Team, Customer Success Managers, Expert Labs, Technical and Marketing Vendors)
Build a live partner capacity plan in the assigned area/market, including mapping the existing partner capacity (partner map), identifying and prioritizing capacity gaps (gap analysis), and defining actions to close the gaps (action plan).
Top Key Performance Indicators
Brand revenue for partners
Ecosystem revenue growth
Increased partner engagement as measured by participation in brand outcomes
– Strategic ecosystem growth metrics, new embedded solutions, and number of revenue-generating partners by brand
Number of partners contributing revenue, skills/credentials, Business Partner Pipeline (BPOI) and IBM Sales Play . implementation
Technical and professional experience required
– Driving skills
Experience in leading teams across different regions
Knowledge and experience in data and AI technology
For more than six decades, IBM Middle East and Pakistan has played a vital role in shaping the region’s IT landscape. Today, IBM is part of the region’s technology fabric, solving real-world business and societal challenges, with offices in the UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, as well as a variety of hubs across the region.
Within the region, IBM currently has leading initiatives in cloud computing, analytics, mobile devices and security, as well as nanotechnology, e-government, healthcare and many more, in collaboration with leading educational institutions and governments. IBM supports hundreds of customers to drive transformation through technology, contributes to regional research and development programs and has an active Corporate Services Program (CSC).
Reinvention is a key word in the company’s history, and today, IBM is more than just a “hardware, software, services” company. IBM is now emerging as a knowledge solutions and cloud platform company.