Partner Account Manager

Job Description
Partner Account Manager professionals are responsible for supporting and driving sales involving partners of all types landing in assigned account clusters. These partners include Independent Software Vendors and Developers, System Integrators, Web Integrators, Solution Providers, Application Solution Providers, NetGen, and others working in both a traditional and influencer role. Works with Partners and sales teams as the intermediary, bringing them together. Manages the Sector Partner Channel Map for the region, assessing gaps in required Partner offerings, and owns responsibility for assessing the Sector's Global Channel map and ensuring ISV SolutionLink and other tools properly reflect the regional variations required to drive success with assigned account clusters.
The Partner Accunt Manager is responsible for having a good understanding of the client's business, goals, and industry trends. Provides guidance to facilitate teams and integrating products and services required to meet business needs. Will engage in assisting or managing opportunities that have assigned revenue, expense and customer satisfaction targets for the industry they support. Understands industry and technology trends.

Assumes additional responsibilities as assigned.

SKILLS
Environment:
Maintains and applies professional knowledge of the client's business, goals, IT architectures, systems, information flows, applications and their links to customers and suppliers, and industry trends.

Maintains and applies professional knowledge of the industry and an ability to market moderately complex IBM solutions, products and services that are specific to an industry. Has an awareness of the framework within which an industry operates and the underlying competitive strategies. Assists with recruiting partners; form and dissolve alliances in an industry.

Communication/Negotiation:
Encourages teamwork. Leads medium-sized, moderately complex engagement teams responsible for the development of deliverables, such as, client proposal and presentations.

Develops an effective partnership with the clients through contact with management and individuals that influence executive team's. Conducts client negotiations on moderately complex issues at the management level.

Problem Solving:
Recognizes client problems in industry and information technology trends and develops realistic strategies based on risk management plans. Recommends actions based on scope of the deal and possible trade-offs to best meet client's objectives within the limits necessary to win the contract.

Applies creativity and judgment in developmental work on moderately complex opportunities or other projects within the business environment.

CONTRIBUTION/LEADERSHIP
Assists in the development and implementation of market strategy and plan to target key clients within the industry. Develops relationships with clients and external associations to enhance position in the market. Provides guidance in the formation of business relationships with client to develop solutions that provide client competitive advantage.

Provides technical direction, advice and influences less experienced professionals. Provides input to ensure appropriate quantity and quality of technical/services resources are deployed. May lead team of professionals and provides ongoing guidance in the development of solutions for moderately complex opportunities. May participate and lead multiple opportunities concurrently.

IMPACT ON BUSINESS/SCOPE
Accountable for business unit and specific personal objectives, including revenue, profit, expense, and customer satisfaction.

Helps develop the strategies and tactics that will win the business, including teaming arrangement, alliances, subcontractors, competitive strategies, tactics and responses.

Contributes to a high level of customer satisfaction. Implements plans to increase customer satisfaction. Contributes to overall marketing responsibility for the final proposal to the client.

Required Technical and Professional Expertise

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Preferred Tech and Prof Experience

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EO Statement
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.


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