Introduction

　　At IBM, work is more than a job - it's 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 you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

　　Your Role and Responsibilities

　　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 Threat Management FLM's

　　Sales Execution & Cross IB Engagement

　　Establish quarterly partner / territory opportunity roadmap and progression management system to address Client challenges, and track passed leads from IBM Threat Management 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 Threat Management specific business strategies

　　Managing 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 strategy

　　Required Technical and Professional Expertise

　　Please refer to JD above.

　　Preferred Technical and Professional Expertise

　　Please refer to JD above.

　　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 StatementFor 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, 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.