Brand Partner Specialist - Montreal - Jobs in Montréal, QC

Job Description

IntroductionAt IBM, work is more than a job - its a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things youve never thought possible. Are you ready to lead in this new era of technology and solve some of the worlds most challenging problems If so, lets talk.Your Role and ResponsibilitiesAs a Brand Partner Specialist – Territory, your mission is to navigate IBM Ecosystem programs to bring the right brand technical, co-marketing, and go-to-market enablement assets which drive prospecting, opportunity identification, or solution co-creation with your assigned Partners. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and Partners you grow revenue in your assigned Brand portfolio by increasing Partner SELL Motion activities for your Select territory.Territory Planning & Partner Management • Develop Partner territory plans to identify strategic growth areas, revenue objectives, enablement goals, key Partners; Set milestones to measure successful execution of the territory plan • Engage IBM local country/market sales teams, Digital Sales teams, marketing, and technical teams to accelerate Partner success • Assess progress vs plan quarterly with country/market Ecosystem leader and Brand FLM’sSales Execution & Cross IBM Engagement • Establish quarterly partner / territory opportunity roadmap and progression management system to address Client challenges, and track passed leads from IBM Brand Sales and IBM Digital sellers • Engage directly with Partners and their Clients in support of high value engagements and opportunities • Leverage Ecosystem programs, co-marketing, and ISC/PRM tooling to drive joint demand generation, prospecting, or solution co-creation • Connect Partner and IBM sellers in city/country/markets serviced by the Partner to facilitate local execution of prospecting, lead passing, and go-to-market activates • Augment Partner and Client engagements with IBM’s breadth of capabilities, connecting Partner with the extended Ecosystem sales team as needed; Maintains strong relationships with IBM Partner Technical Specialists to align sales efforts with offering capability roadmaps • Applies knowledge of Ecosystem licensing and contracting models to shape solutions supporting brand specific business strategiesManaging for Growth • Plan (as appropriate) local Partner joint prospecting / sales play / co-marketing programs to increase Business Partner Opportunity Identification (BPOI) • Increase sales velocity with better Partner lead-passing discipline as well as identifying / closing Partner skills gaps, capability and capacity • Grow sales margin by expanding Partner expertise in selling on value vs price, and use knowledge of Technology Decision Points and Brand offering roadmaps to enable Partners to develop follow-on sales sales strategySkills and Experience:

• Ability to co-sell with Partners in front of Clients
• Influence Clients & Partners Technology Decision
• Ability to create a territory plan for, communicate with, and advise Business Partners
• Knowledge of Tools & Processes which accelerate the sales cycle, including knowledge of technology pricing/subscription models
• Experience with Design Thinking methodology
• Prior channel partner sales experience

+ Brand revenue attained by Partners within assigned Select territory+ Ecosystem revenue growth within assigned Select territory+ Increased Partner engagement as measured by participation in Brand results+ Strategic Ecosystem growth metrics including BPOI, number of revenue generating partners by Brand, NPSRequired Technical and Professional Expertise

• Expertise with the IBM Sustainability Portfolio : this role will be a portfolio seller across Maximo Asset Management, Sterling, TRIRIGA platform. Envizi and Environmental Intelligence Suite
  • Experience within one or more of the following industries: Cross Industry including Provincial and Local Government.
  • Travel: a few days per quarter (occasional).

Preferred Technical and Professional Expertise

• At least 5 years of experience with the IBM and/or competing solutions
• Sales consulting and/or implementation experience is a plus
• Understanding of the systems and products that make up the Sustainability Portfolio.

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 IBMerAbout 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 StatementMust have the ability to work in Canada without sponsorship.For additional information about location requirements, please discuss with the recruiter following submission of your application.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.Quick Apply

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