Job SummaryThis role is centered on relationship management to achieve measurable results in increased revenue, market share, and depth working with IBM. Your success in this role will span the creation and execution of unique business plans with IBM in each region. You'll be measured primarily on the joint business executed and sold with IBM. You'll be working within all levels of partner organizations and possess a commitment that focuses on developing partnerships based on the long term, "outcome where everybody wins" strategy.
Your Impact- Develop and execute channel strategy to to support territory geo supporting mix of sales segments.
- Management of IBM relationship with key regions in North America.
- Territory plan driving key sales initiatives to support business goals.
- Partner relationship to maximize growth opportunities and ensuring IBM is well-positioned to deliver successful customer implementations and recommendations.
- Work well in a matrixed team environment to ensure partner and customer satisfaction.
- Design a compelling value proposition that inspires partners to promote our solutions.
- Provide clear and consistent communication across the region with IBM and Palo Alto to build strong partnerships.
- Lead regular business performance and relationship reviews with senior management and various stakeholders.
- Build and maintain the activity of performance reports and activity dashboards.
- Develop and maintain leadership relationships in respective regions for both IBM and Palo
Qualifications - 5+ years of experience in channel management supporting the mixed sales segment territories.
- Understanding of channel operating models.
- Knowledge of sales, marketing, and solution development.
- Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills.
- Consistent track record of leading complex sales situations through negotiation and conflict resolution.
- Forecasting and follow through skills
- Ability to cultivate lasting relationships
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$272,000.00 - $374,000.00/yr
