Technology Sales-Brand Partner Specialist Data&AI Software



The ‘IBM Ecosystem’ includes thousands of partners who ‘Build’ on, ‘Sell’ or ‘Service’ IBM technologies and platforms. As a Brand Partner Specialist (Territory) your mission is to connect the right technical, co-marketing, and go-to-market enablement resources with your assigned partners to jointly drive prospecting, opportunity identification, and solution co-creation. By aligning territory planning, demand generation, lead passing, and sales execution between IBM Digital Sales and partners you’ll grow revenue in your assigned portfolio by increasing your partners’ ‘Sell’ activities for your territory.
Engaging directly with partners and their clients in support of high value engagements and opportunities, you will augment partner and client engagements with IBM’s breadth of capabilities to align sales efforts with offering capability roadmaps, and shape solutions that support brand-specific business strategies.
IBM Data&AI Software portfolio is consisting of market leading products in areas of information management, business analytics, data science and AI, helping our clients to process large amounts of valuable data and drive insights and value that will directly improve business. Most notably, IBM is leading in bringing AI to work for Enterprise clients globally with state-of-the-art watsonx platform for Enterprise level GenAI and foundational models. You will be in unique position to help your clients in implementing the latest technologies and delivering digital transformation preparing their business for exciting future ahead. You will have a chance to bring new wave of AI for business to developing market of Bulgaria.
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.

Your Role and Responsibilities
Naturally skilled in developing and cultivating professional relationships, you’ll establish trusted advisor relationship with partners who resell IBM software and clients that will be assigned as a territory. You’ll develop territory plans that identify strategic growth areas, focus clients, revenue objectives, partner enablement goals, and milestones to measure successful delivery of your territory plans.
This role is responsible for selling IBM software with and through ecosystem and is accountable for IBM Data&AI Software sales result in the assigned territory. Sales success will be reflected through revenue achievement towards quota, but also through achieving strategic goals on the market like positioning key priorities of portfolio, growing and upskilling ecosystem and maintaining
We’re passionate about success. If this role is right for you, then your achievements will mean that your career is flourishing, your partners are winning, and your clients are thriving. To help ensure this win-win-win outcome, a ‘day-in-the life’ of this role may include, but not be limited to…

Engaging IBM local country /market sales teams, Digital Sales teams, Marketing, and technical teams to accelerate your partners’ success.
Leveraging Ecosystem programs, co-marketing, and sales tooling to drive joint demand generation, prospecting, or solution co-creation.
Increasing sales velocity with improved partner lead-passing discipline, as well as identifying and closing partner skills gaps, capability and capacity.
Negotiating to successfully obtain commitment to solutions, while maintaining integrity and relationships with internal teams, external partners and clients.

Required Technical and Professional Expertise

Expertise in building and going to market with technology partner sales offerings that drive strong, two-way, revenue generating collaborations.
A proven, successful history of co-selling with partners to named clients. It would be great if you have 3-5 years of relevant professional experience in technology and/or software sales in Bulgaria or region.
Demonstrable success of communication and personal relationship development at all levels across colleagues, partners and clients.
A track record of consistently achieving targets with and through others – demonstrating high performance, whilst challenging self and others to consistently deliver results.
Fluency in Bulgarian language
University degree in technology or business

Preferred Technical and Professional Expertise

Professional experience in selling one or more out of- DWH, Data Integration Data Governance, Business Analytics, AI Software is advantage.
A strong understanding of IBM Data&AI Software product suite (full training on IBM’s technologies will be provided).
Understanding IBM’s competitive differentiations in addition to our competition’s place in the market (full training on IBM’s technologies will be provided).
Knowledge of IBM Ecosystem in Bulgaria

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Ай Би Ем България ЕООД
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