IBM Alliance Sales Manager
The Box Sales Team works in a dynamic environment where innovative sales engagement meets exceptional execution. Our goal is to further Box’s lead in the enterprise cloud content and collaboration space by working closely with one of the world’s top IT solution and service providers, IBM Corporation.
The Manager, IBM Alliance Sales will be responsible for leading sales initiatives with one of Box’s most strategic partners. The ideal candidate will have substantial experience in enterprise software sales, enterprise content management solutions, direct and indirect sales, sales enablement, and executive engagement.
A key success factor will be to build exceptional relationships and engagement with the IBM sales and services teams. These relationships will be required to drive revenue growth and customer success for Box and IBM. There will be a myriad of aspects to achieve these results with IBM, including best in class account planning and teaming, customer engagement, enablement, and marketing/event execution.
We are looking for a world-class sales executive to drive a multitude of strategic initiatives for Box with IBM.
- Serve as the front line executive to lead engagement with a variety of groups at IBM and Box
- Work closely with extended sales team (including, but not limited to Box and IBM Sales, Sales Managers and Executives, Channel Managers, Business Development, Marketing, and Channel Partners) to generate new IBM/Box business opportunities
- Identify and track relevant metrics of success and best practices
- Map various IBM organizations, design go-to-market plans, and understand IBM and Box sales processes to capitalize on opportunities for our alliance
- Navigate organizations and persuade key decision makers to include Box in their go-to-market and selling strategies
- Become an expert on the IBM / Box Alliance and regularly represent the alliance at industry and customer events
EXPERIENCE & SKILLS REQUIRED/DESIRED
- 10+ years of experience working in enterprise software at dynamic, world class organizations
- Proven results in Enterprise Sales, ideally with significant Strategic Partner experience
- Experience negotiating and structuring large 7 figure and complex deals
- Passionate about the Cloud and Box
- Excellent written and communication skills, including active listening
- Strong, creative public speaking skills
- Exceptionally high energy level and passion to win in a highly ethical manner
- Excellent teamwork and organizational skills
- Creative thinking leading directly to scalable results
- Technically savvy, experienced with Content Management and Cloud solutions
- A passion for team selling with strategic business partners
- Results-driven, detail-oriented, road warrior willing to travel 75% or more
- BA/BS plus MBA from top-tier schools highly preferred
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