Technology Partner Specialist - Sell

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your Role And Responsibilities

As a Technology Partner Specialist - Sell: Resell Focus - Technology Portfolio, you will deliver differentiated value through IBM's technology portfolio for revenue generation, focusing on partners that primarily engage in reselling IBM technology directly to end clients for a margin and/or incentives. You will apply broad expertise across the entire IBM Technology Portfolio, including IBM Software and IBM Infrastructure, to manage pipeline development and deal progression with partners in your assigned territory. Your primary responsibilities will include:

• Manage Pipeline Development: Develop and manage pipeline opportunities with resell partners, applying expertise across IBM's Technology Portfolio to drive revenue growth.
• Deliver Differentiated Value: Provide partners with differentiated value through IBM's technology portfolio, enabling them to effectively resell IBM technology to end clients.
• Deal Progression Management: Oversee deal progression with partners, ensuring effective management of opportunities from initial engagement to close.
• Territory Management: Manage relationships with resell partners in your assigned territory, identifying new business opportunities and driving growth.
• Broad Portfolio Expertise: Apply broad expertise across IBM's Technology Portfolio, including IBM Software and IBM Infrastructure, to support partner engagements and drive revenue growth.
  
  

Required Technical And Professional Expertise

• Broad Technology Portfolio Expertise: Experience with IBM's Technology Portfolio, including IBM Software and IBM Infrastructure, with knowledge of multiple platforms such as Data Platform, Automation Platform, Transaction Processing Platform, and Hybrid Cloud Platform.
• IBM Software Proficiency: Experience with IBM Software products, including DataStage, Data Product Hub, StreamSets, API Connect, Concert, Maximo for Facilities, Network Observability, NS1, and webMethods.
• IBM Infrastructure Knowledge: Experience with IBM Infrastructure products, including Power, Storage, Cloud, TLS, and zHW, with familiarity with products such as Power10, SAP HANA, PowerVS, Storage Scale, and z16.
• Pipeline Development and Management: Experience in managing pipeline development and deal progression with partners, with a focus on driving revenue growth through effective opportunity management.
• Territory Management Expertise: Experience in managing relationships with partners in an assigned territory, identifying new business opportunities, and driving growth through strategic planning and execution.
  
  

Preferred Technical And Professional Experience

• Additional IBM Software Knowledge: Experience with other IBM Software products, such as IntelliMagic, Test Accelerator for Z, and watsonx Assistant for Z, can be beneficial in providing differentiated value to partners.
• Familiarity with Emerging Technologies: Knowledge of emerging technologies like Red Hat Enterprise Linux AI, RHEL Image Mode, and InstructLab can help identify new business opportunities and drive growth.
• Advanced Territory Management: Experience with advanced territory management techniques, including strategic planning and execution, can be advantageous in managing relationships with resell partners and driving revenue growth.