Job Information
IBM ISV Success Manager (ISM) in Belfast, United Kingdom
Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As an Ecosystem Manager, your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.
You'll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division's execution with the broader corporate strategy. You're responsible for the overall sales performance of your Ecosystem team, resource deployment, and execution of territory plans which deliver growth for the country, market, and the team(s) you oversee.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.
Your Role and Responsibilities
The IBM WW Ecosystem team is seeking an innovative and driven ISV Success Manager (ISM) to join the ISV Build Ecosystem team. The ISM owns the ISV partner co-sell responsibilities to drive ISV and IBM Software growth into enterprise clients. A strong candidate will have pan-EMEA management experience, software industry knowledge, technology sales experience, and proficiency in managing GTM strategies with ecosystem partners. The candidate should also be able to look at client business challenges to build and convey compelling value propositions (joint use cases), enabling the ISV partner solutions can solve these challenges.
The ISM is responsible for the ISV partner co-sell relationship with IBM and ensures that:
Clients and IBM sales teams understand the value of ISV partners joint solutions and how to engage with them.
Owns aligned account's ISV partner co-sell strategy with partner relationship team.
ISV partners have knowledge of IBM and Red Hat products to drive net new client business.
Support IBM sellers in qualifying opportunities and recommending the right ISV solution to deliver positive outcomes for their clients.
Promote and amplify ISV partner and their solution(s) externally and internally with other IBM teams.
ISV partners have thorough understanding of the IBM Partner Plus program and are taking full advantage of the program's benefits.
Required Technical and Professional Expertise
Technology and/or partner sales experience; with emphasis on Data & AI, Automation, and Security software.
Proven track record of consistently exceeding sales targets.
Self-motivated decision maker, taking initiative and recognizing opportunities to create and expand partnerships.
Personally take responsibility to develop ISV business. Cultivate trusted relationships with CEOs, CIOs/ IT Directors / LOB (line of business) Executives and other Sr Executives. When needed, help progress large/complex deals at assigned focused accounts.
Ability to manage sales opportunities via CRM across all sales stages.
Strong selling and opportunity qualifications skills.
Deep knowledge of IBM Partner Plus program requirements and benefits.
Ability to travel throughout EMEA market
Preferred Technical and Professional Expertise
Experience in direct sales and partner sales roles, building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions.
Pan-EMEA sales management experience
Ability to manage joint GTM success with ISV partners, including development and tracking of co-sell business activities.
Minimum 10 years of experience in sales, management, IT sales, partner development, or channel sales.
BA/BS degree or relevant experience.
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.
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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 wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.
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.