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IBM Cloud Platform (CP) Channel Leader, AP

  Company :     Working Hours :  

  Job Type :  

Full Time

  Salary :  

$20,000 - $38,000 / monthly

Job Description

The IBM Cloud Channel Leader is responsible for working channels to execute initiatives required to accelerate IBM CP time to market in the AP region and drive signings/revenue targets.   The Leader will work with strategic Platform partners (like Cloud Aggregator (CA) Partners), Independent Software Vendors (ISV) and VARs to build a territory plan designed to generate awareness of the IBM CP opportunity and drive successful execution of solution plays.

Your Responsibilities:

  • Consistently exceeding quarterly revenue goals while developing a robust sales pipeline.
  • Evangelizing and differentiating IBM CloudPlatform (CP) in competitive selling environments e.g. vs. AWS, M’soft, Google Cloud
  • Developing and executing against business plans, and development of deal-winning strategies and tactics across solution offerings i.e. VMware, Compute (Bare Metals, Power on Cloud), Storage(iCOS), Mem options e.g.  RedHat OpenShift etc
  • Targeting and cultivating a professional and consultative relationship with Channel and ISV customers at both the senior executive level and the technology practitioner level
  • Generating demand for CP through a combination of selling directly to ISVs and selling with a storage platform partner ecosystem to include alliance partners and systems integrators
  • Regular prospecting and continuous follow up on all potential partnering opportunities
  • Operational command of the business through account/opportunity knowledge, customer/partner relationship management and precise forecasting
  • Maintaining accurate account information and forecasting details in the appropriate CRM systems
  • Developing and maintaining strong internal relationships to support sales campaigns
  • Fluency in positioning, articulating and presenting CP’s unique value propositions in meetings, phone calls, emails, proposals and presentations
  • Participating in weekly sales meetings to report on the status of all opportunities in the pipeline as well as plans to generate new pipeline
  • Preparation and presentation of quarterly business reviews to share accomplishments, challenges, plans and tactics to exceed revenue objectives

Required Skills:

  • 8+ years of experience as a sales professional in the storage, software, cloud or data center infrastructure field with a proven history of success
  • Experience successfully introducing a disruptive technology to the marketplace, ability to articulate the benefits of Cloud vs. OnPrem and replacing incumbent competitors
  • Demonstrated past success in building a sales territory from the ground up
  • Existing relationships in the target market that can be immediately leveraged for building demand and growing the opportunity pipeline
  • A proactive entrepreneurial approach and proven track record in penetrating new accounts, developing great relationships with decision-makers, building compelling business cases and closing deals
  • Strong work ethic, quick study, creative problem-solver and a high-energy assertive self-starter
  • Confident results-driven mindset with ability to motivate and influence others to achieve results
  • Proven ability to create and articulate compelling value propositions that solve business & technology problems
  • Excellent written/verbal communications skills with senior-level polish and ability to build rapport with both senior sales and technical leaders
  • History of success selling with and through resellers and systems integrators
  • Proficiency in account planning, deal strategy, relationship management, negotiation and personal time management
  • Competitive attitude and proven ability to succeed in high-pressure situations
  • Self-motivated team-player who thrives in a high-performance high-growth company environment
  • Passion for evangelizing new technologies and new ways of solving problems
  • Experience navigating partnering dynamics with systems integrators, and platform alliance partners
  • Understands strengths and weaknesses of key competitors in the storage industry how to leverage this knowledge in sales campaigns
  • Knowledge of acquisition procedures and experience steering deals through the contracting process
  • Ability to travel up to 50% to support prospecting and sales campaigns

 Location: 7 CHANGI BUSINESS PARK CENTRAL 1 IBM PLACE 486072.  How to get there?


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