Alliances and Channel GTS IS Global Sales Leader

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Your Role and Responsibilities
Position Overview
IBM seeks a Global Alliance and Channel leader to support our GTS operation. In this function, you will be expected to understand, support, grow, measure and manage the evolving role with the Alliance and grow our services business related to the Allaince. The role requires leadership in sales to drive the entire ecosystem to grow our channel and alliances business with strong ROI for the investments we make in the ecosystem. This role supports strategic development by collaborating with new initiatives from the alliance or from IBM across the ecosystem. Strong Sales leadership skills are required in order to drive the right level of engagement within GTS IS and across IBM in support of the alliance across the channel ecosystem.
The primary measurement of success to meet or exceed the target for sales and revenue with the alliance/channel as set out in the quarterly/annual joint business plan. As such the Alliance/Channel Leader is personally responsible for driving:
  • All Programs (Certification, Rebate Claiming, Fall Planning)
  • All Geography interaction
  • All joint offering and or product value propositions by and around the alliance/channel which provides IBM with an opportunity to add more value every opportunity and which understands where the alliance’s offerings/product sits in the lifecycle so that we can use programs commensurate with the offerings/product’s maturity.
To be successful in the role, one will be expected to have demonstrated key expertise in the following areas:
  • Services Sales Experience
  • Services Sales Management
  • Go to Market P&L Management
  • Channel/Ecosystem Experience
  • Project/Program Management Expertise
  • Technical Sales Enablement/Training
  • Communication Skills
  • Global Supply Chain Expertise
  • Negotiation Skills
If you are hired into a Colorado work location, the anticipated compensation range for the position is $103,900 to $284,000 is based on a full-time schedule. Your ultimate compensation may vary depending on your job-related skills and experience. For part time roles, the compensation will be adjusted appropriately.
Required Technical and Professional Expertise
  • 10+ years of demonstrated sales leadership and success, specifically managing complex enterprise-level problems and negotiating with senior leadership both within IBM and alliances/channels.
  • 3+ years of demonstrated experience operating in a services sales and or partnership relationship
  • Demonstrated technical and domain expertise within respective GTS sales alliance channels

Preferred Technical and Professional Expertise
  • An ability to create a professional rapport at all levels within the alliance they lead: specifically with the Alliance’s very senior leadership, and also with the in-country management and sellers of the Alliance.
  • An ability to lead offering/product enablement, working with marketing, and training
  • An ability to provide training and education in person or remotely

About Business UnitThis position currently sits within Global Technology Services (GTS) Infrastructure Services (IS) or a shared services function supporting GTS.
As announced in October 2020, IBM intends that its managed infrastructure services business of the GTS organization will become an independent company named Kyndryl by the end of 2021, creating two distinct and powerful market-leading companies.
Together, we will advance the vital systems that power the digital economy. Serving over 4,600 technology-intensive, highly regulated customers, including over 75% of the Fortune 100, our people will design, run, and manage the most modern and reliable technology infrastructure that the world depends on today.
We will work flexibly and in partnership with our customers to amplify business outcomes while always pushing ourselves to improve and meet all opportunities. Come join our team of diverse, devoted, and empathetic technology experts who are at the center of discovering what’s next.
Please note: The final decision if this position will transition from IBM to Kyndryl is yet to be confirmed.
Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
  • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
  • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
  • Well-being programs to support mental and physical health.
  • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
  • Select educational reimbursement opportunities.
  • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
  • Giving and volunteer programs to benefit charitable organizations and local communities.
  • Discounts on retail products, services, and experiences.

We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.