Introduction

The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As an Ecosystem Manager, your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.

You'll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division's execution with the broader corporate strategy. You're responsible for the overall sales performance of your Ecosystem team, resource deployment, and execution of territory plans which deliver growth for the country, market, and the team(s) you oversee.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.

Your Role and Responsibilities

With a deep understanding of the IBM Ecosystem 'Build', 'Sell' and 'Service' sales motions, you'll lead with a style that naturally fosters a growth-minded, collaborative, high-performance culture. Within that culture, you'll facilitate best-practice sharing with situational coaching through candid, open communication which inspires employees to deliver exceptional value to our partners.

You'll guide your team to support their partners by connecting the IBM Ecosystem point of view and available assets with partner business goals, with focus on achieving the revenue objectives of your market /country.

Your primary responsibilities will include:

• Collaborative Decision-Making with Technology Leaders: Collaborate with country/market Technology leaders on decisions concerning Ecosystem resource deployment, partner selection, and client/opportunity route-to-market.

• Direct Engagement with Partners and Clients: Engage directly with partners and their clients while supporting your Ecosystem team to advance high-value campaigns and opportunities.

• Proactive Augmentation of Engagements: Proactively enhance partner and client engagements with IBM's array of capabilities to co-create value-added solutions, such as Customer Success Managers, Technical Sellers, and Marketing.

• Accelerating Lead Passing: Expedite the passing of opportunities from IBM sales teams to IBM partners, who will then assume responsibility for progressing and closing those leads across territories and within the country/market.

Required Technical and Professional Expertise

• Veteran-level technical sales leadership experience with a track-record of winning through collaboration, resilience, empathy, and innovation. A natural at inspiring and motivating others to succeed in highly complex, enterprise-scale technology sales environments.

• Expert, technical knowledge around cloud, data & AI, automation, security, and storage technologies, in addition to deep industry knowledge and contemporary methods for co-creating client solutions, with and through others.

• Palpable people, communication, and collaboration skills, with a proven record of c-suite networking and influencing throughout the successful closure, and post-closure expansion of complex technology sales cycles. (c. $multi-million deals).

• Experience of using agile techniques in addition to contemporary technology sales methodologies (e.g., consultative /Challenger selling) to successfully deliver in a way that's both nimble and fast and leads customers to our products vs. leading with them.

Preferred Technical and Professional Expertise

• Experience of working with any of IBM's products and services (Training across IBM's product suite is provided)

About Business UnitIBeing a Technology Territory Leader in IBM is about expertise applied with and through others, with proactive initiative, controlled speed, and positive impact. Moving fast, there is a bias for action, and an obsession to ensure your teams help our clients overcome their most difficult business issues.

In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions from across IBM's whole product suite, that meet our clients' needs. It's not enough for us to know that there are problems in the world - As a Technology Sales Leader you're obligated to make sure they're continually solved. It's an obsession that drives us to ensure your teams help their clients modernize and thrive. Always.

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.