Brand partner specilaist (data and ai)Ibm

Introduction
Brand Technical Specialist is a solution and subject matter expert that leads the technical architecture and solution sale of a specific brand or component of technology.
Confident and opinionated on how the application of IBM technologies, infusion of modern IT architectures, integrated solutions and offerings will solve clients' business challenges, accelerate success and deliver extraordinary value
Hands on practitioner with a focus on customized experiential selling - "Show me don't Tell me" approach
Maintain strong platform and offering knowledge and articulates the value proposition / ROI, competitive landscape, and relevant use cases to drive sales
Create and deliver technical proof points through technical accelerators - POC, POT, Demo, Workshops and MVPs
Your Role and Responsibilities
Brand sales role in Select Ecosystem, responsible for cultivating the hyper local Ecosystem across all unnamed accounts in FLM's territory by activating, generating demand, and selling through Partners
Ownership of FLM territory performance for accounts which do not have a BSS assigned
Establishes local Ecosystem territory plan to identify key Partners by Client & Skills, joint demand generation plays via Partners, and gaps in local Partner skills / capabilities
Executes management system with Partners, peer Brand sellers, and Ecosystem sellers to progress joint opportunities and plays, engages IBM sales / technical resources, and addresses Partner feedback
Drives demand by collaborating with Partners on local sales plays and co-marketing activities, IBM Digital sales on Demand Engine campaigns, and Brand sellers to maximize conversion of passed leads
Top 3 KPIs:
Retire quota for territory of unnamed / whitespace accounts and total Ecosystem quota across FLM territory
New Client wins by Brand
Increased Ecosystem participation across FLM territory as measured by OI and revenue
Brand & Industry Expertise
Serves as ecosystem team's liaison to brand for assigned territory; to bring product knowledge to partnership and align sales efforts
Leverages high-level technical knowledge to articulate how brand technology integrates with partner tech stacks and enhances partner's solution and its value to clients
Broad understanding of other brand offerings to identify cross-IBM partnership opportunities
Role filled at sub-brand expertise level where affordable
Remains up to date on market and technology trends within assigned territory and competitors
Deep understanding of relevant industry segments and how brand offerings position in the market
Sales Execution
Proactively identifies opportunities to include brand technology in deals with partners; pass leads to partners
Responsible for driving brand strategy and brand revenues within the partner channel
Clearly articulates brand value proposition to clients on why they should choose brand technology
Actively drive leads to brand partners to close and fulfill deals
Supports TPSs in sales motions for named partners
Strategic Innovation
Leverages deep familiarity of brand use cases to propose solutions for clients that can be fulfilled by partners
Works with TPA to shape partner's technology agenda and inclusion of brand specific technology for set of named partners
Required Technical and Professional Expertise
Knowledge in IBM Technology and Brand solutions with depth of skills in one or more of IBM's Brands in order to support Partners Sell/Build/Service sales opportunities
Leverage Design Thinking, Architecture and Develop principles, and Competitive insights to articulate an IBM PoV related to Brand solutions, IBM Plays, and Technical decision points to convince Partners to lead with and promote IBM solutions
Utilize project management, strategic communication, Partner/Client insights, new collaboration and sales tooling, and territory planning to manage the local Partner Ecosystem (including sales campaigns, lead pass/progression, enablement, Partner advocacy, and local recruitment)
Possess a deep understanding of Sell/Build/Service Ecosystem motions, Partnerworld and co-marketing programs, resources (e.g., Techzone, HCBT, ICC, Garage, etc.), and Brand initiatives to motivate Partners by connecting IBM Ecosystem PoV with Partners business objectives and accelerate time to value thru 'show vs. tell' approach
Preferred Technical and Professional Expertise
Channel Sales (IT)
IBM

Taguig City, Metro Manila
Permanent
Full-time