ISV Partner Specialist- Entry Level Sales Program 2026

Introduction

IBM's Ecosystem is a dynamic network of partners who build on, sell, or provide services for IBM technologies. As an ISV Partner Specialist, your mission is clear: hunt for new business by identifying and engaging Independent Software Vendors (ISVs) to embed IBM Software into their commercial products or solutions, an initiative known as Build with IBM.

This role is designed for a highly motivated sales hunter. Someone who thrives on uncovering new opportunities, initiating conversations, and driving deals from first contact to close. You'll be at the forefront of IBM's growth strategy, creating embedded software partnerships that deliver mutual value and market differentiation.

Your role and responsibilities

Sales Hunting & Lead Generation

• Relentlessly prospect for new ISV partners using cold outreach, digital channels, events, and inbound marketing leads.

• Qualify and convert interest into actionable opportunities and Embedded Solution Agreements (ESAs).

• Maintain a strong pipeline of net-new opportunities in IBM's pipeline management tool IBM Sales Cloud (ISC), through disciplined territory planning and execution.

Solution Selling & Business Case Development

• Apply consultative selling and design thinking to build compelling business cases for embedding IBM Software.

• Align IBM's offerings with partner business models, technical architectures, and market needs.

Partner Engagement & Co-Creation

• Collaborate with the Partner Technical Specialist Partner (PTS-P) and Build Lab engineers to co-create MVPs and prototypes.
• Drive technical validation and investment in IBM's software portfolio.

Sales Execution & Pipeline Management

• Own the full sales cycle-from initial outreach to contract negotiation and closure.
• Use CRM tools, sales analytics, and strategic communication to manage partner activities and forecast accurately.

Relationship Building & Strategic Influence

• Establish trusted advisor relationships with partner executives and internal IBM stakeholders.
• Influence decision-makers by articulating IBM's value proposition at both technical and business levels.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

Sales Hunter DNA

• Proven track record of identifying, qualifying, and closing net-new business.
• Comfortable with cold calling, digital outreach, and navigating complex sales cycles.
• Self-starter with a high level of energy, persistence, and resilience.

Territory Planning & Execution

• Experience in developing and executing territory plans that attract new partners and drive joint growth.

Consultative Selling & Value Articulation

• Skilled in solution selling, identifying decision-makers, and aligning IBM's technology with partner goals.

Digital Research & Communication

• Proficient in using digital tools to research buyer personas, analyze competitive landscapes, and communicate effectively across channels.

Agility & Adaptability

• Thrive in a fast-paced, cross-functional environment and adapt to evolving client needs and market dynamics

Preferred technical and professional experience

• Experience with IBM Software products, especially Watson AI and hybrid cloud solutions (training provided).
• Familiarity with embedded software models and SaaS integration.
• Background in technology sales, business development, or partner ecosystem roles.

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 500 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 qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

Must have the ability to work in Canada without sponsorship.

This role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk, Donetsk, Kherson, and Zaporizhia regions of Ukraine) on a work permit, you are not eligible for employment in this position.

Client-provided location(s): Markham, Canada

Job ID: IBM-69167

Employment Type: OTHER

Posted: 2025-10-28T18:49:57