Channel Development Executive - S&D

Channel Development Executive - S&D
Job ID                                       S_D-0459318
Work country                            India
Work city                                  Bangalore, Mumbai, New Delhi
Job type                                    Full-time Regular
Job area Operations                  (all other)
Travel                                        No travel
Job category                              Sales
Business unit                              APTO
Job role                                     General Other Sales
Job role skillset                          General


Job description
The Channel Development Executive for Cloud Computing (CDE) is a Sales leadership position in the IBM Global Business Partners organization- India South Asia . The successful CDE will work with several IBM business partners (~8 to 10) in India to establish cloud computing businesses around IBM’s portfolio of cloud computing solutions. The business objective of the CDE is to develop an opportunity pipeline that leads to cloud computing IBM sales of approximately $18m (US) across the portfolio of IBM business partners within the CDE coverage area.


Job Responsibilities
1.Educate IBM business partners on the IBM Cloud Computing Channel Program – strategy, business model options, solutions portfolio and the cloud partner specialty certification.
2.Organize local IBM teams across BPO, STG, SWG, GTS, GBS, IGF, GB-MM and cloud delivery centers to enable IBM Cloud Specialty partners to establish their cloud businesses with IBM.
3.Serve as a “Subject Matter Expert” on cloud computing to support the IBM business partner teams in India.
4.Actively participate on the IBM Cloud Integrated Sales Teams at the IMT level to provide business partner channel support for cloud sales opportunities.
5.Responsible for achieving quarterly and annual financial plan objectives for cloud channel sales in the territory.
6.Provide feedback on cloud activities with partners and input to the Global Business Partners organization through participation in the Cloud Channel Champions Club.


Major Work Activities
- Establish IBM Cloud Partner Ecosystem plan by IMT ( India ).
- Develop growth plans for joint IBM and business partner cloud computing sales initiatives
- Conduct partner briefings and workshops on cloud computing in the local territory
- Represent the entire capabilities of IBM in the cloud area to business partners, clients, media, others
- Drive STG, SWG & Services revenue across the IBM cloud offerings portfolio
- Drive cross-brand and IBM industry cloud offerings & solutions into the market through the business partner channel (major focus on mid-market accounts)
- Mentor CRBP’s on the cloud computing initiative and support partner deals
- Work with existing reseller and solution provider partners to sell the SEI Private Cloud solutions stack
- Work with existing services provider partners to sell the IBM Public Cloud services portfolio
- Collaborate with IBM Software Group team to align local ISV’s to the IBM Cloud Partner Ecosystem
- Execute channel management and marketing initiatives for cloud computing – capacity planning, partner enablement, co-marketing and sales plays maximize business results
- Establish lasting relationships with IBM Cloud Specialty partners locally
- Participate in GEO/IOT performance reviews to share status of the cloud computing program execution
II. Skill Requirements
Business Development and Sales
- Ability to develop “trusted business advisor” relationships with executives and senior level management in IBM business partner organizations.
- Demonstrates collaboration and negotiation skills with business partners and other IBM teams to identify win/win solutions to solving complex client challenges and issues.
- Understanding of the IBM Client Value Method for solution selling.
- Self motivated and proven ability to meet and exceed sales quota targets.
- Demonstrated ability to develop and deliver effective presentations to large audiences.
- Demonstrated ability to describe and sell complex business and IT solutions.


Leadership
- Work collaboratively across IBM business units (GB, Brands, WW GBP, ibm.com, others).
- Strong team leadership and communication skills.
- Demonstrates effective “executive presence” in senior level management meetings.
- Contributes to the overall vision and mission of the cloud computing channel program.
- Leads with little direction and articulates new initiatives as appropriate to the IBM leadership team.
Required
Bachelor's Degree
English: Fluent
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, disability, age, or veteran status.


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