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First Line Manager Channel Ecosystem - Data AI & Automation Southeast

Company: IBM
Location: Norfolk
Posted on: June 18, 2022

Job Description:

At IBM, our clients have the future in mind. Our job is to help them get there. As part of IBM's Data and AI sales team, you will work with clients as they transform organizations and entire industries, which means you have a hand in changing how the world works. We're driven by more than just selling solutions. We want our clients to succeed. IBMers can access our entire organization to develop original ideas that help clients create the world they imagine. We use breakthrough analytic solutions and Cloud platforms to help businesses extract critical insights and transform how they serve their clients.

Your Role and Responsibilities
Your Role and Responsibilities
IBM is looking for a Leader of Channel for the Southeast region, North America who will serve as the champion for the partner ecosystem to represent the Data, AI, and Automation technology brand. This role will provide personalized, proactive support and guidance to develop a deep relationship with our partner community to understand how to work with IBM. Additionally, as the partner's internal advocate, they will work closely with the business partner sales team, product management, marketing & customer success team to prioritize partner goals of delivering client outcomes.

We are looking for a proven, high energy, results oriented Leader of Channels to lead and drive growth for indirect sales channel development in North America. In this role, you will be responsible for achieving specific in-direct sales revenue goals as well as progressing partner relationships and other ecosystem business.

Responsibilities for this role include,

  • Attain revenue and margin targets through indirect channels such as Value-Added Resellers (VARs), SVI and Distributors
  • Drive channel sales strategies and channel sales promotion campaigns
  • Establish and maintain contact and rapport with partners and direct sales management at all levels
  • Drive strategic account management and pipeline development
  • Develop and drive Partner programs and budget in alignment with growth and revenue objectives across multiple dimensions, including awareness, education, lead generation, programs, channel readiness, and enablement
  • Support transactional and operational needs of the partner business, act as initial point of escalation for indirect related issues
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Supports, advises, and coaches deals, including joining customer calls as needed to progress the opportunity and provides quotes as requested.
  • Ensures partner compliance with partner agreements
  • Align with geo and Partner executives to ensure tight alignment of Partner strategy with IBM's North America sales and partner strategy

    Required Technical and Professional Expertise
    Required Technical and Professional Expertise
    • 6+ years' experience in the software industry, ideally around Data, AI and Automation, including channel management, sales team (medium to large enterprise accounts) or sales management experience and a consistent record of execution against sales/business goals.
    • Channel experience with expert understanding of customer/industry climate
    • Strong business acumen, channels program development and partner recruitment success
    • Must be able to thrive in a very fast paced and demanding global enterprise.
    • Work effectively with peers and cross-group is critical
    • Excellent communication and presentation skills
      Preferred Technical and Professional Expertise
      Preferred Technical and Professional Expertise
      • Deep familiarity with Application Performance Management
      • 10+ years management 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.
        This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.
        Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

        Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

        It's time to define your career.
        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 wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

        • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
        • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
        • Well-being programs to support mental and physical health.
        • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
        • Select educational reimbursement opportunities.
        • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
        • Giving and volunteer programs to benefit charitable organizations and local communities.
        • Discounts on retail products, services, and experiences.
          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.

          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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Keywords: IBM, Norfolk , First Line Manager Channel Ecosystem - Data AI & Automation Southeast, Executive , Norfolk, Virginia

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