Ecosystem Sales

Job Description

Introduction?Your Role and ResponsibilitiesIdentifying, screening, and recruiting new ecosystem partners for Turbonomic within a Geo / Market

• Drives recruitment and onboarding of new Turbonomic partners, both for the Application Resource Management (ARM) and Network Performance Management (NPM) offerings, with targets to drive revenue with new partners
• Coordinates technical enablement support for target partners
• Research and meet with prospective partners to pitch them on becoming Turbonomic partners
• Prioritize Turbonomic offerings for prospective partners interested in building and providing services on IBM technology
• Drive partner onboarding process ? register on partner world, introduce to IBM systems, resources, etc.
• Proactively identify where Brand SMEs or Build and Service team investments are needed to progress a deal
• Accelerate the adoption and deployment of Turbonomic (ARM and/or NPM)

Sales execution / strategic thinking:

• Earn client?s trust and respect to be become their strategic technology partner
• Bring deep technical expertise and a point-of-view to every opportunity
• Use technical capabilities and experiential selling to inspire clients? confidence in Turbonomic and to co-create strategies that are tied to business outcomes
• Commit to define and deliver quantifiable client outcomes by teaming across IBM and the ecosystem
• Step up with great confidence, clarity, sustained tenacity and resilience to win against the competition

Industry Expertise:

• Apply relevant knowledge of client?s industry and position IBM?s value proposition in a strong Industry context, including:

• Industry trends, business drivers, benchmarks, KPIs, etc.
• Current industry technical components and their infrastructure which drive meaningful IT transformation discussions
• A client?s challenges and an understanding of IBM industry solutions (with a focus on Turbonomic ARM and NPM)

Core Competencies:

• Impactful Relationships
  • Contributes to IBM?s partner engagement strategy
  • Contacts target partner to evangelize missions, value and quantify market opportunities
  • Builds strong relationship with potential partners by presenting and articulating IBM unique value prop in the market
  • Coordinates IBM internal team required to build and deliver pitch to new partners
  • Engages at a very high level of executives to build trust and partner pipelines
• Community expertise
  • Influences partner?s decisions on technology and partnership through executive presence and ability to convince
  • Articulates IBM value prop in partnership and differentiation from competitor?s offerings
  • Presents to target partner teams on partnership options, recommendations and approaches
  • Drives all aspects of partnership agreement details and partner on-boarding process
• Industry / market expertise
  • Stay up to date on intra-market dynamics
  • Researches and builds understanding of target partner?s operating model
  • Identifies new partners suited to accelerate growth
• Product Portfolio expertise
  • Remains up to date on IBM offerings
  • Understands how Turbonomic partners fit into partner roadmap and client bases
  • Proactively identifies areas of opportunities and value creation for target partners
  • Understands use cases for IBM technology, especially where it is superior to competition

Required Technical and Professional Expertise

• A minimum of 3 years business development and / strategic planning
• Technological understanding of IBM?s AIOps offerings and how Turbonomic fits in the solution spectrum
• IT Director level sales experience
• Understanding of the AIOps competitive landscape
• Good written and verbal communication skills

Preferred Technical and Professional Expertise

• A broad professional network of customers and business partners in the IT Ops marketplace.

Keyskills :