Channel Sales Leader

Your Role and Responsibilities

  • Maintain, grow, and be responsible for existing focused software business partners revenue streams
  • Develop, grow and be responsible for new revenue streams from strategic transformation software areas for IBM Cloud and solutions.
  • Drive partners to overachieve pipeline and revenue targets
  • Identify, recruit, and activate new partners in key areas and cover offerings and solutions coverage GAPs
  • Acquisition and development of new and existing customers to complement the strategy and focus of the partner – across all solutions areas of IBM Cloud.
  • Organizing, implementing and controlling the activities needed to achieve the sales goals
  • Drive transformation to Strategic Imperatives (Cloud) and higher value solutions, via specific enablement and GTM activities and developing key solutions skills expertise and certifications.
  • Be responsible for weekly cadence and business management processes within the partner and into IBM Channel Management.
  • Responsible for a transparent business including forecasts, market information, competition information and customer related information
  • Responsible for ensuring a high level of integrity and trust with the Partner, driving loyalty and close Partner relationship to achieve successful, stable and transparent business
  • Create and manage Partner Growth Plans and specific business plans with relevant partners, customers or markets / solution areas
  • Implementation of customized marketing and business development activities and be responsible for the aligned marketing budgets available.
  • Responsible for Partner & customer satisfaction
  • Ensure appropriate executive relationships with the Partner
  • Participation at events and trade fairs if necessary
  • Must be prepared to travel
  • Conduct business review with partners and recommend improvements.

Required Technical and Professional Expertise

  • At least 8 years experience in Software related channel sales
  • Demonstrated experience in Cloud
  • Minimum 10 years Channel sales experience in enterprise IT market
  • Excellent communication skills
  • Excellent presentation skills
  • Proven sales track record in both direct and channel sales
  • Understanding and implementation of solutions selling
  • Ability to manage customers at all levels
  • Technical background is a bonus

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