IBM Jobs
Introduction
This role will require implementing new ways of working, cultivating go-to-market strategies to drive service partner performance, leveraging IBM's service partner investment fund, IBM's educational and enablement programs, and strategic initiatives such as product-led growth (PLG) to accelerate success.
The candidate will work closely with senior leaders across Ecosystem, Sales, Business Units and Finance to drive service partner initiatives. The ideal candidate should have experience in handling ambiguity, starting things from scratch in IBM, and ability to get work done in highly cross-collaborative environment. A candidate should be able to deeply understand and build financial models, while being able to articulate a detailed model at a higher level to senior leadership. This role will work closely with counterparts in operations, finance, and Ecosystem Engineering.
Your Role and Responsibilities
The initial focus areas are outlined below, but as market forces and business needs vary, the focus may expand to other areas.
Lead the programs and scale mission to drive consistent engagement methodologies to drive new service partner growth and the enhancement of existing partner contributions.
Lead the assessment of the current state, work with stakeholders to set the future state strategy, identify gaps, and then actively engage stakeholders to meet service partner outcomes in line with the strategy.
Act as the single-threaded-owner for service partner training and enablement initiatives, and will be responsible for working with cross-functional stakeholders to identify gaps in capability, and develop and land enablement programs in alignment with our strategic priorities
Ensure IBM client sellers and partners, in technical and delivery/sales roles, are equipped with the content, training, and knowledge necessary to navigate customer conversations and opportunities at all stages of the sales cycle
Perform detailed business needs assessments in coordination with the Ecosystem Engineering team, IBM sales enablement, and others to uncover partner capability gaps, accelerate learning, and deploy enablement and educational material across service partners
Drive creation, alignment, and customization of partner enablement content and mechanisms with key stakeholders including Sales and Service teams, Partner Marketing, and Partner Management
Analyze and evaluate training programs to ensure content, initiatives, and timelines are up to date
Represent the service organization in technical and enablement work efforts to improve partner capacity, skills and performance, identify gaps to service partner needs and competitor programs and recommend and implement enhancements
Lead agile workstreams to respond to changing market requirements and partner needs.
Support the management of the $30M+ Service Fund per year to efficiently allocate technical resources, infrastructure credits, and GTM accelerators to drive revenue return for IBM via its service partner partnerships.
Build compendium of successful case studies across Service Fund and other IBM programs meant to drive the success of our partners focused specifically on demand generation, practice building, and client activation.
Perform statistical analysis of investments by type, to drive efficient allocation across partner resources, IBM resources, and infrastructure credits
Statistical deep dive at the partner level to determine which partners are potential candidates for further investment to accelerate growth with IBM including alignment with growth expectations across key markets tied to local priority partners and practices.
Timeline review to inform future investment availability based on average time to attainment on revenue and consumption of investment dollars.
Statistical analysis to determine the likelihood of investments being successful based on a variety of factors, such as deal size, product utilized, geography, and partner competency.
Understanding of IBM offerings to broaden knowledge on a variety of software and hardware offerings, and how those fit in with investments
Handle partner escalations around investments and work with internal stakeholders to resolve
Required Technical and Professional Expertise
Experience in ecosystem sales, strategies, consulting, and ability to anticipate, create and define innovative and visionary concepts in strategic environment.
communicate with both business and technical teams
Fundamental financial analysis skills, such as running Discount Cash Flow Analysis, Return on Investment, and Return on Invested Capital calculations
Ability to present complex statistical analysis in simple & actionable format to executives
Entrepreneurial spirited self-starter who moves projects forward with little direction
Experience leading cross-functional teams in a highly collaborative environment
Command of the broader tech landscape and an interest in keeping up to date with developments in innovation and partner ecosystem
Experience creating scalable business activation processes and leading a global rollout
Ability to develop and implement strategies with executive review.
Minimum Qualifications
4+ years of strategy consulting or investment experience
2+ years of experience managing complex projects and launching new initiatives
4-year degree
Preferred Technical and Professional Expertise
Experience managing strategic partnerships and building go-to-market alliances.
Ability to plan and manage at strategic and operational levels, build processes, and work with cross functional IBM teams
Ability to build detailed financial models and articulate at higher level to senior leadership.
MBA degree
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law. IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
