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IBM Alliances and Channel GTS IS Global Sales Leader in Bethesda, Maryland


At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

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

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 Unit

At Global Technology Services (GTS), we help our clients envision the future by offering end-to-end IT and technology support services, supported by an unmatched global delivery network. It's a unique blend of bold new ideas and client-first thinking. If you can restlessly reinvent yourself and solve problems in new ways, work on both technology and business projects, and ask, "What else is possible?" GTS is the place for you!

Your Life @ IBM

What 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 IBM

IBM’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 Statement

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

IBM intends this job to be performed entirely outside of Colorado.

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.