Data & AI Brand Partner Specialist (BPS) Leader

Job description / Role

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

The Brand Partner Specialist (BPS) Leaders role is a Brand specialized role with responsibility for the success of the partners in their markets

- Responsible for the success of partners as measured by Data & AI brand revenue and lead BPSs deployed across MEA Market Sub-regions
- Drive partner success.
- Depth of skills in assigned Brand to support partner's resell opportunities
- Utilize project management, strategic communication, Partner/Client insights, sales tooling (ISC/PRM), and territory planning to manage activities with assigned partners (e.g., sales campaigns, lead pass, progression, enablement, advocacy, and local recruitment)
- Augments partner engagements with IBM's breadth of capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Technical Sellers, Expert Labs, Marketing)
- With responsibility for revenue growth, enablement, and overall go-to-market sales execution across all IBM territories served by the Data&AI partners
- Influence partner's sales, technical, and practice leaders to increase adoption and lead with Brand offerings / plays over competitive alternatives
- Co-create committed business plans to drive Brand growth by leveraging partner's clients, practices, and priorities
- Activate partners capabilities and capacity by executing a skills enablement plan, co-marketing strategy, and leveraging promotions and incentives at the firm and partner seller level
- Improve IBM Sales productivity by connecting partner with local IBM teams (e.g., BPS, BSS, BTS, IBM Digital) in regions covered to launch local joint prospecting / sales plays, client coverage strategies and account planning
- Sell through local partners and work with peer Brand Sales Specialists and their territory FLM to drive the success of local partners and grow the overall Ecosystem
- Develop a territory plan to identify local partners, skills, prospecting targets, and gaps leveraging the install base incumbency and play propensity data
- Launch local joint prospecting / sales plays with partners
- Align sales execution, demand generation, and lead passing between IBM Digital and partners
- Co-sell with partners, enablement at the point of opportunity

Responsibilities

- Account planning and stakeholder management- lead BPSs deployed across MEA Market Sub-regions.
- Develop partner / territory plans (plan on a page) to identify key partners, strategic growth areas, revenue objectives, enablement goals, and key milestones to measures success
- Engage local country/market sales teams, Digital sales teams, marketing, and technical teams to activate joint plans
- Assess progress quarterly with country/market Ecosystem leader and Brand FLM's
- Sales Execution and cross-IBM engagement - lead BPSs deployed across MEA Market Sub-regions.
- Establish quarterly partner / territory opportunity roadmap and progression management system to address Client challenges, connect partner and IBM sellers, and progress passed leads from IBM Field and Digital sellers
- Engage directly with partners and 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
- Augment Partner and Client engagements with IBM's breadth of capabilities to co-create solutions (e.g., Hybrid Cloud Build Team, Customer Success Managers, Expert Labs, Technical Sellers, Marketing)
- Build a live Partner Capacity Plan in the assigned territory/market, including mapping current Partner capacity (Partner Map), identifying and prioritizing capacity gaps (Gap Analysis) and, defining the actions needed to close the gaps (Action Plan).

Top KPIs

- Brand revenue for Partners
- Ecosystem revenue growth
- Increased Partner engagement as measured by participation in Brand results
- Strategic Ecosystem growth metrics, new embedded solutions, number of revenue generating partners by Brand
- Number of revenue contributing Partners, skills/credentials, Business Partner pipeline (BPOI) and IBM Sales Play execution

Requirements

Required Technical and Professional Expertise

- Leadership skills
- Experience in leading teams across different regions
- Knowledge and expertise on Data & AI technology

About the Company

For more than six decades, IBM Middle East & Pakistan has played a vital role in shaping the information technology landscape of the region. Today, IBM is part of the region's technological fabric, solving real-world business and societal challenges, through its offices in UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, and also a diversity of centers across the region.

Within the region, IBM currently has groundbreaking initiatives in cloud computing, analytics, mobile, security, as well as nanotechnology, eGovernment, healthcare and many more, collaborating with leading educational institutes and governments. IBM supports hundreds of clients to drive transformation through technology, contributes to regional research & development programs and has an active Corporate Service Corps (CSC) program.

Reinvention is a keyword in the company's history and, today, IBM is much more than a "hardware, software, services" company. IBM is now emerging as a cognitive solutions and cloud platform company.