IBM’s Worldwide (WW) Build Ecosystem is seeking to hire a Startup ISV Partner Specialist (IPS) focused against startup and whitespace ISV prospects. The Startup IPS is responsible for engaging ISV partners who are new to the Build ecosystem (whitespace) and startups who are looking to get started on their ecosystem journey with IBM. The Startup IPS is responsible for the demand generation of ISVs to work with IBM through building strategic alliances with venture capitalists and accelerators and calling on startups and whitespace partners directly.
The Startup IPS develops relationships with Build partners, understands their solutions, and creates a point of view regarding the leading opportunities and joint value for the partner and IBM. The Startup IPS creates the pathways for new Build partners connecting them to IBM’s go-to-market team for deeper investment as partners grow to expand our sales footprint.
The Startup IPS is critical to developing and growing IBM’s channel of new ISVs and startup companies providing incentives and offers that enable partners to self-serve and get started with IBM. Additionally, the Startup IPS provides nurture to earlier stage partners and owns key reporting, communications, tooling, and operations to support the startup business.
Your Role and Responsibilities
The IBM WW Ecosystem team is seeking innovative and driven ISV Partner Specialists (IPS) to join out ISV Build Ecosystem team. The IPS is responsible for new revenue growth with ISVs, aligned to a set of named partners, and IBM Automation, Security and Data & AI software. This role requires strong business development skills to guide ISVs through co-creation of differentiated solutions with IBM software.
Manage the get to market journey and progress through the sales lifecycle, from Engage to Closed Won for a defined set of ISVs, and transition the partner relationship to GTM teams.
Establish the value exchange opportunity within the ISV’s business and solutions. Coordinate IBM teams to drive technical enablement, differentiated solution design, proof of concept for ISV applications for IBM Automation, Security and/or Data & AI portfolios.
Select, structure and execute partnership agreements covering commercial terms and joint investments.
Ramp to revenue for ISVs and IBM by engaging and transitioning to GTM teams for promotion and co-sell.
Performance will be measured by commitments and size of partnership opportunities in new growth areas.
Additional Responsibilities Include:
Personally take responsibility to develop ISV business. Cultivate trusted relationships with CEOs, CIOs/ IT Directors / LOB(line of business) Executives and other Sr Executives. Facilitate closure of large/complex deals at assigned focused accounts.
Provide insights and uncover ISVs’ specific requirements for differentiated solutions, effectively promoting IBM’s focus on ISV partnerships and defined sales plays and entry points for which you are aligned.
Provide IBM Software expertise to better align ISV & IBM objectives.
Exhibit entrepreneurial behavior with ISVs to instill confidence that IBM is committed to building solid relationships in new/emerging market spaces.
Required Technical and Professional Expertise
Technology and/or partner sales experience; with emphasis on Automation, Security, and Data & AI software
Ability to manage sales opportunities via CRM across all sales stages
Strong selling and opportunity qualifications skills
Intermediate to Advanced experience working with the ISVs and SaaS Providers.
Ability to develop proposals and messages for c-suite business executives
Knowledge of current technology including cloud and data
Preferred Technical and Professional Expertise
2 - 3 years in Business Development and / or Sales
BA/BS degree or relevant experience
About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.
Your Life @ IBM
Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
IBM 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.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBM
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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.