IBM ISV Ecosystem Market Expansion, Program Director in Armonk, New York

Job Description

The role requires a deep understanding of the variety of business models used across the evolving partner ecosystem, as well as an understanding of the strategies and priorities of IBM Z. The role requires the application of business development and routes to market skills, along with the breadth of marketing skills, especially a deep expertise in digital marketing. These professionals act as partner advocates within IBM, representing the voice of the ISV across Marketing, Sales, Enablement and Offering Management leaders. They ensure that ISV route strategies tap the full potential of ISVs in the evolving ecosystem.

Their key tasks include developing and executing innovative ISV-specific marketing strategies, and the use of co-marketing programs to generate ISV and IBM pipelines. They define channel capacity and capability maps and set KPIs for BP engagements. They analyze pipeline results, identify gaps, determine root causes and define corrective actions. The role requires knowledge of market insights, routes to market and IBM strategies, combined with the application of strategic planning, analytics and internal consultative skills. In the partner-facing aspects of this role, these professionals develop partner-specific value propositions and messaging to influence C-level ISV execs, to align their resources and marketing investments with IBM. They consult with ISV marketing leaders to strengthen digital marketing capabilities and establish sustaining marketing relationships. They promote ISV skills development on IBM Z. They direct the localization of curated ISV content for use in ISV-led marketing campaigns. They build digital content to communicate with ISVs and engage them socially. The role requires listening and empathy skills to envision the ISVs perspective and identify their needs. The role requires a knowledge of digital marketing and the application of external consultative and communications for impact skills.

ZTBA2018

Required Technical and Professional Expertise

  • At least 5 years of experience in designing and driving effective GTM strategies for business partners / ISVs

  • At least 5 years of experience driving channel strategies via partners to include enablement, demand generation, events, and digital campaigns

  • Proven problem solving skills

  • Demonstrated effective communication skills

  • Demonstrated effectiveness in collaborating across business units and teamwork across matrixed employees

  • Self-motivated, able to set and achieve goals within a dynamic environment

  • Set strategy and course correct as needed, pursues business imperatives with urgency

  • Aptitude to learn and apply knowledge quickly

  • Experience in developing technical solutions for clients and collaborating across business units

  • Demonstrated effective communication skills

  • Demonstrated teamwork including assigning and tracking work to more junior employees

  • Self-motivated

  • Aptitude to learn and apply knowledge quickly

Preferred Tech and Prof Experience

  • Technical understanding of Z and LinuxONE solutions

  • Industry or platform specific market knowledge and experience

EO Statement

IBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.