IBM Business Partner Representative, Hybrid Cloud Integration in MELBOURNE, Australia

Job Description

Job Title: Business Partner Representative, Hybrid Cloud Integration

LOB: IBM Global Business Partners

Location: Melbourne / Sydney / Brisbane

Business focus:

Business Partner Representative, Hybrid Could Integration is responsible for the coordination and successful execution of all assigned sales and ecosystem development related activities within an assigned territory or set of partner accounts to achieve assigned business objectives. This role is focused on expanding IBM's cloud software into associated industries within the Retail, CPG, Wholesale, Travel & Transportation markets through a network of Eco-System Partners. Activities include working with and leveraging other IBM client facing teams and marketing to create market demand in collaboration with Eco-System Partners, identify opportunities, qualify opportunities, and then executing high quality professional engagements that result in winning opportunities. The Business Partner Representative will be accountable for maintaining the Eco-System health and skills standards that underpin the sale of the Hybrid Cloud Integration Portfolio

IBM Hybrid Cloud Integration is a Corporate Strategic imperative which receives substantial investment and attention at every IBM level.

Where do you fit in: As part of the Global Business Partner team you will be a brand aligned Business Partner Representative for Hybrid Could Integration

Territories covered: Alongside a team of 10 sellers, you will be responsible for business development across an assigned territory.

You will fulfill the following job functions:

  • Maintain, grow and be responsible for existing software and services revenue streams

  • Develop, grow and be responsible for new revenue streams from strategic transformation areas for IBM Cloud and solutions, especially Software, SAAS and Services.

  • Drive to overachieve pipeline and revenue targets and BP recruitment and activation

  • Acquisition and development of new and existing customers to complement the strategy and focus of the partner – across all solutions areas of IBM Cloud.

  • Organising, implementing and controlling the activities needed to achieve the sales goals

  • Drive transformation to Strategic Imperatives (Cloud) and higher value solutions, via specific enablement and GTM activities and developing key solutions skills expertise and certifications.

  • Be responsible for weekly cadence and business management processes within the partner and into IBM Eco-System Management.

  • Responsible for a transparent business including forecasts, market information, competition information and customer related information

  • Responsible for ensuring a high level of integrity and trust with the Partner, driving loyalty and close Partner relationship to achieve successful, stable and transparent business

  • Create and manage Partner Growth Plans and specific business plans with relevant customers or market / solution areas

  • Implementation of customised marketing and business development activities and be responsible for the aligned marketing budgets available.

  • Responsible for Partner & customer satisfaction

  • Ensure appropriate executive relationships with the Partner

  • Conduct regular Executive Business Reviews

  • Participation at events and trade fairs if necessary

  • Must be prepared to travel

Required Technical and Professional Expertise

  • 3 to 5 years’ experience dealing in IT sales (Selling, Cloud / AWS / Alibaba / Azure will be a plus)

  • Must have the ability to develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, based on client requirement.

  • Good experience executing and creating contracts & consistent achievement of goals.

  • Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together.

  • Business development, negotiation skills and ability to influence contract content.

  • Flexibility and desire to take on additional responsibilities

Required Technical and Professional Expertise

As above

Preferred Tech and Prof Experience

As above

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.