Introduction
The 'IBM Ecosystem' includes thousands of partners who 'Build' on, 'Sell' or 'Service' IBM technologies and platforms. As an Ecosystem Manager, your mission is to lead and manage an internal IBM Ecosystem sales team(s) who support external Partners in your country or market.
You'll work with IBM Technology Leaders and other Sales managers to align the Ecosystem division's execution with the broader corporate strategy. You're responsible for the overall sales performance of your Ecosystem team, resource deployment, and execution of territory plans which deliver growth for the country, market, and the team(s) you oversee.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel your partners to lead with IBM offerings when recommending solutions to their clients.
Want more jobs like this?
Get jobs in Auckland, New Zealand delivered to your inbox every week.
Your role and responsibilities
- Create strong connections with hyper scalers to deliver on strategic collaboration agreements.
- Create strategic direction for evaluated distributors for partner recruit, partner enablement and customer acquisition & expansion.
- Drive the 'power of three' with distributors, partners and customers.
- Work with cross functional teams to develop highly targeted go-to-market campaigns. Connect partners and marketing for increased innovation and value creation of scalable solution campaigns.
- Run prospecting day events and campaigns with IBM partners and sales teams.
- Foster a partner community, create and attend industry events for partner recruitment and customer growth. Be the strategic leader for all things relating to the Partner Ecosystem in IBM New Zealand.
- Ensure territory planning, account planning and coverage maps are in place for enhanced market reach and growth.
- Continuously measure and improve on key metrics to build a thriving Partner Ecosystem.
- Play a supporting role to the New Zealand Country Manager in team development and sales coaching to build resilience for the NZ team in a dynamic market landscape.
- Create a Partner Ecosystem best practices playbook for our existing team of technology sellers and early professional hires.
- Lead our Ecosystem sales teams with high energy, high motivation and a growth mindset.
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Knowledge in IBM Technology and Brand solutions with depth of skills in one or more of IBM's Brands in order to support Partners Sell/Build/Service sales opportunities.
- Leverage Design Thinking, Architecture/Developer principles and Competitive insights to articulate an IBM Technology PoV to convince Partners to promote and lead with IBM solutions while expanding IBM wallet share into additional Partner offerings/practices.
- Utilize project management, strategic communication, Partner/Client insights, new collaboration and sales tooling, and territory planning to maximize Partner results across Market/Country/Geo (including co-marketing, sales campaigns, lead pass/progression, enablement/skills, and Partner advocacy).
- Possess a deep understanding of Sell/Build/Service Ecosystem motions, PartnerWorld and co-marketing programs, resources (e.g., TechZone, Build Lab, ICC, Client Engineering, etc.), and Brand initiatives to motivate Partners by connecting IBM Ecosystem PoV with Partners business objectives and accelerate time to value through 'show vs. tell' approach.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.