Sales Technology Partner Specialist - Value Added Distributor Sandton, Za

Avature; Gauteng; On-site; USD 40,000 - 70,000; Full time

Job summary

A leading technology company seeks a Technology Partner Specialist to enhance relationships with distributors and drive growth through strategic business initiatives. The role involves planning, developing relationships with C-level executives, and leveraging IBM's offerings for market success. Candidates should possess a Bachelor's Degree and demonstrate strong co-selling and influencing skills.

Qualifications

• Ability to work in cross-functional teams.
• Experience with design thinking and client engagement.

Responsibilities

• Develop distributor strategies and business development plans.
• Engage local IBM sales teams and establish opportunity roadmaps.
• Build relationships at all organizational levels within distributors.

Skills

Co-selling with partners

Influencing client decisions

Understanding ecosystem motions

Education

Bachelor's Degree

Job description

The IBM 'Ecosystem' includes thousands of partners who build on, sell, or provide services for IBM technologies.

As a Technology Partner Specialist, your mission is to cultivate trusted advisor relationships and orchestrate joint strategic planning at the distributor level to drive overall IBM revenue growth, wallet share expansion, and technical enablement.

You will co-create business growth plans, gain C-Level support for joint initiatives, and bring IBM capabilities together to accelerate your distributor's go-to-market success with IBM technology offerings.

As an expert in IBM's technology offerings and brand solutions, with deep skills in one or more of IBM's brands, you will support partners across the ecosystem's sell/build/service motions.

Responsibilities

1. Account Planning & Stakeholder Management
2. Develop distributor strategies to identify growth areas, revenue objectives, and milestones, including skills development and go-to-market enablement.
3. Co-create business development plans with distributors, gaining C-level support, aligned with growth initiatives and driven by custom growth initiatives (CGIs).
4. Activate business plans by engaging local IBM sales teams and aligning with local sellers within the distributor.
5. Establish joint opportunity roadmaps and progression systems to address client challenges and connect IBM and distributor sellers.
6. Engage directly with distributors and clients for high-value opportunities.
7. Leverage IBM's technical capabilities to co-create solutions, including Build Lab, Customer Success Managers, and technical sellers.
8. Utilize IBM programs for demand generation and solution co-creation, such as co-marketing and cloud engagement funds.
9. Develop and maintain relationships at all organizational levels within distributors.
10. Develop C-level relationships to influence distributor go-to-market strategies.

Qualifications

• Required Education: Bachelor's Degree
• Preferred Education: Bachelor's Degree
• Technical & Professional Skills: Ability to co-sell with partners, influence client and partner decisions, leverage architecture principles, and understand ecosystem motions and brand initiatives.
• Experience with design thinking, engaging clients, and working in cross-functional teams.

About IBM

IBM operates globally, serving clients through local teams and industry expertise. Our culture emphasizes innovation, continuous learning, and trust. We are committed to diversity and equal opportunity employment.

Join us to be part of a responsible technology innovator making a positive impact worldwide.