Brand Partner Specialist

IBM Security is already and will continue to be essential to clients in Austria to optimize their security programs, stop advanced threats, protect critical assets, and achieve zero trust. To provide a richer engagement with our clients and prospects and to allow IBM to maintain the impressive growth, our Business Partners are essential.The Security Brand Partner Specialist (m/f/x) role is pivotal to the sales management, leadership and partnership with IBM's Austria's Security Business Partners covering the comprehensive but integrated IBM Security Software portfolio.
Our Business Partners (m/f/x) help companies all over the globe optimize their security environments by a combination of strategy, service and market leading products. Jointly winning with these Business Partners demands the right candidate with a blend of skills, proven track record, insight, leadership, execution and the ability to inspire.

Your Role and Responsibilities In order to support the growth, IBM Security is seeking a Security Brand Partner Specialist (m/f/x). In this role, you will act as the primary security contact for a portfolio of IBM partners, located throughout Austria. Those partners are typical Value-Added Resellers (VARs) and Managed Service Providers (MSPs) as well as Value-Added Distributors (VAD's).
This field based role covers all aspects of growing and nurturing the relationships with existing partners (e.g. executive engagement, sales and technical readiness, account planning, marketing support) with the possibility of recruitment of new or launch of recently recruited partners. You will be the liaison between those partners and IBM Security, driving their performance, rolling up your sleeves to get involved in deals, calling clients and delivering growth, outperforming the competition and capitalising on this exciting phase in the Security industry.

Your Key Responsibilities • To understand the business of your partners (partner's clients, industries and verticals covered, internal staffing, internal decision-making, business model, types of solutions provided) will be key to short & long-term success
• Ensuring your partners are enabled and equipped to identify and progress leads to closure
• Help partners foster an outcome based selling approach & a drive towards higher value solutions covering transactional software, SaaS & subscription offerings
• Working with IBM‘s and partner‘s marketing departments to drive campaigns with strong ROI
• Facilitating and nurturing a strong working relationship between business partners & IBM sellers
• Manage your territory, considering all aspects to get and give the best to and from your partners – marketing, OI, sales, lead partnering, strategy, enablement etc

Your Key Attributes • Strong Cyber Security end user or channel sales skills
• Proven track record of customer satisfaction & ability to personally close deals
• Demonstrated skills in building relationships with C-Level, operational, technical & sales teams
• Demonstrated building and managing a territory: planning, pipeline building, accurate forecasting, communicating results, escalation-leadership, execution accountability
• Demonstrated communication and presentation skills as well as organizational skills

Required Technical and Professional Expertise • Several years working experience in sales or channel sales roles
• Experience with Cyber Security Solutions or experience in learning new domain know how
• Fluent in German and English
• Knowledge of the Austrian Business Partner market
Preferred Technical and Professional Expertise
–

Reference Salary EUR 63.924,– p.a. based on Austrian market ranges. Possibility for overpayment is based on education and experience.

JBLE1_AT