PT IBM Indonesia

PT IBM Indonesia

Growth Is On

IBM is leading the on demand era. If you want to work for an organization that respond with flexibility and speed to any customer demand or market opportunity, look no further.

IBM Indonesia recruits best-in-class professionals to deliver best of breed IT solutions and services to its customer.

If you think you are an excellent communicator/negotiator, problem solver, a leader and would like to give impact to IT business, join IBM and see the opportunities that we can offer you!!!

Client Relationship Business Partner for Palembang Area.
Palembang (Sumatera Selatan)

Responsibilities:

Position Summary and Responsibilities

• This positìon is a member of the Territory Sales Discipline.
• The Territory Partner Manager is responsible for developing an on going role with Business Partners and their sales channel partners to achieve IBM revenue through the sale of IBM products and offerings. The primary focus of the The Territory Partner Manager is to build relationships with and leverage key territory influencers (RSIs & RISVs) to drive incremental revenue and OI  for the territories they support. The Territory Partner Manager uses guidance from the Territory Manager, with the Partner Sales Unit and other team members to contribute to the compilation of a list of key Business Partners and their offerings, with an eye toward identifying new Business Partners, influencers, and integrators who can provide incremental revenue growth for the territory. The Territory Partner Manager, assisted by the Territory Manager, develops the “in-territory” channels partner coverage map for the territory, and enhances linkages between IBM and the channels partners identified in the map. The Territory Partner Manager gives input to the Territory Manager, who develops and executes a Territory Business Plan. The Territory Partner Manager understands the primary business objectives for the identified channels partners, tracks key local opportunities, provides guidance in lead distribution to partners, forecasts local influencer sales volumes, and assists with sales involving these identified channels partners. The Territory Partner Manager works closely with the Territory Sales Reps - ibm.com assigned to the territory to track leads and assists in the escalation of partner non-performance issues.
• The Territory Partner Manager will be assigned targets aimed at achieving territory business objectives via sales completed by the identified and selected local influencers and Business Partners. The Territory Partner Manager may work to increase the IBM share of the total local sales of the key Business Partners. The Territory Partner Manager may be involved in selected specific opportunities as required in order to facilitate the closing of those opportunities and to increase the capability of the local partner resource.
• The Territory Partner Manager assists the Territory Marketing Manager in initiating marketing activities to generate demand and create leads on behalf of the local resource of the selected Business Partners.

Primary Objective: Drive territory influencer revenue with a focus on OI  by teaming with Regional ISVs and SIs

• Drive sales opportunities with key Influencers/ Business Partners selling in the territory —
•  “landings” focused
• Optimize Brand revenue by increasing the clothing rate from key territory partners
• Develop new sources of revenue to meet market demand for specific emerging solution areas
• Build partner eco systems around top solutions areas identified in the territory business plan
• Measure and report territory partner results monthly as part of the TPM Management system
• Work with the TMM to drive local demand generation activities
• Build and maintain Partner Maps with a focus on expanding solutions coverage mapping
• Interlock with brands and BPO to provide coverage input
• Assumes additional responsibilities as assigned.

Problem Solving:

• Applies creativity and judgment to issues standing ¡n the way of closing sales in key opportunities.
• Involves the Territory Marketing Manager to enhance demand generation prograrrs for key influencer partners.
• Works with Territory Marketing Manger to prioritize key industries for driving ecosystem plays.
• Recognizes issues having a negative impact on the relationship between territory
• Influencer/Business Partners and IBM, and independently generates solutions.

Impact on Business/Scope:

• Accountable for the individual or team achievement for influencer revenue and OI.
• Supports activities in analyzing the status of key Influencer/ Business Partner opportunities and recommends and implements actions to ensure closure.
• Recognizes the adherence to all business conduct guidelines related to Business Partners and that the Business Partner Charter is being appropriately implemented within the territory or
• communicated to the Territory Manager or more senior Territory Partner Manager.

Requirements:

Skills

Environment:

• Applies an understanding of sales processes, including the IBM Signature Selling Methodology, sales management techniques, and relationship skills to leverage influencers (RSIs & RISVs) and local Business Partners to achieve IBM territory business objectives.
• Demonstrates a basic understanding of IBM channels and Routes to Market strategies. Skilled in working with various business partner types Independent Software Vendors, Systems and Web
• Integrators and local IBM hardware / software resellers.
• Understands and leverages local industry ecosystem partners to build and map solutions to customers buying behaviors.
• Demonstrates accountability to the partners they are teaming with to drive mutual beneficial results for IBM and the key territory partners.
• Has strong relationship management skills and demonstrates the ability to link key influencer partners with the IBM sales teams.
• Implements a territory solution coverage strategy, demonstrating an understanding of key industry “hot spots” and on demand solutions.
• Leverages TPM Management system to track results of key influencer activities.
• Strong sales management skills to leverage all the resources in the territory to maximize territory revenue.

Communication/Negotiation:

• Builds effective working relationships with key Influencers/Business Partners, contributes to having a positive impact on their satisfaction with and loyalty to IBM.
• Executes an effective Influencer/Business Partner executive communication strategy.
• Works closely with Influencer’s/Business Partners to assist in creating successful sales strategies to close key opportunities.
• Works with the TMM and key ecosystem partners to drive (industry focussed) solutions demand generation for the territories they represent.
• Effectively communicate the skills of the Influencers/Business Partners to the SMB sellers.
• Leverages partner map tool to convey the territory partner coverage priorities to the sales

Contribution/Leadership:

• Leverages resources to collaborate with Influencer /  Business Partners on sales and marketing strategies to improve their business results.
• Assists Territory Marketing Manager and selected Partners in leveraging local demand generation efforts to drive joint solution sales. Leverages TPM Management system to track results.
• Coordinates resources and contributes successful closure of key opportunities.

Years Of Experience :

• Minimum 4 Years

Feel free to drop us your resume in Mswords with the job code as your email subject to :

recruit@id.ibm.com

Please continously visit our employmemt website for wider opportunities

 

http://www.ibm.com/employment/id