Brand Partner Specialist

1 week ago

Subang Jaya, Selangor, Malaysia IBM Full time
Introduction


A Technology Sales Specialist role (what we internally call a, 'Brand Partner Specialist') in IBM's Data & AI brand means accelerating enterprises' success by improving their ability to understand their data.

It means providing solutions that enable people across organizations, in multiple roles, the ability to turn data into actionable insights without having to wait for IT.

And it means selling multi-award winning software, and world-class design practices that enables business analysts to ask new questions. The answers to which are literally shaping the future and changing the world.

Your Role and Responsibilities


As a Brand Partner Specialist you'll work closely with clients to develop relationships, understand their needs, earn their trust and show them how IBM's industry leading solutions will solve their problems whilst delivering value to their business.


  • Business partner / BP ecosystem performance management:
  • Manage BP sales team on prospecting, customer coverage, pipeline generation
  • Achieve good collaboration / synergy with BP on opportunity qualification, progression & closure
  • Develop and execute comarketing activities for demand generation (executed with support from marketing team)
  • Track & address BP skills requirements & development needs to build high proficiency BPs to grow BPs sales & support capacity
  • Manage overall BP performance on sales, skills growth, forecast accuracy, customer reach
  • Track, Manage, Report sales progression
  • Achieve deep insight of BP opportunity, including steps to closure, stakeholder analysis, procurement process, risk identification
  • Mitigate risk from change and variation in the engagement process to deliver consistent growth
  • Deliver accurate, closesttopin sales forecast & achieve sales closure in a timely manner
  • Have forward looking view on pipeline building activities to ensure consistent and sufficient pipeline to meet sales target
  • Achieve excellent sales management hygiene using IBM's sales management tools, reports & processes
  • Manage Customer Satisfaction
  • Achieve high enduser / customer satisfaction through BP's solutioning integrity & delivery quality; effectively manage and exceed expectation
  • Address customer satisfaction issues & complaints regarding IBM Product and/or BP performance issues
  • Build portfolio of external, customer referenceable accounts/projects
  • Industry track record
  • Relevant sales experience particularly in Malaysian major banks and customers in the Financial Services Industry
  • Experience in software sales and familiar with onpremise, Swasaservice (cloud), and hybrid consumption/deployment models
  • Established strong management and Clevel relationship based on strong industry knowledge, alignment of business requirements to technology initiatives i.e a trusted advisor
  • Deep understanding of technology trends and global geopolitical changes and their impact on the local FSI industry
  • Strong commitment to highest standards of business ethics, regulatory compliance & governance
  • Communications
  • Excellent networking abilities, both in growing existing relationship and in 'opening doors' to new relationships
  • Excellent 'storytelling', ability to technospeak to a 'non technosavvy' audience, simplify complex ideas into an 'elevator pitch'; be the 'bridge' between the technical and business communities
  • Good at building trust and competencybased relationships; delivering to commitments
  • Strong problem skills coupling business acumen, technology knowhow and effective project management discipline
Required Technical and Professional Expertise

  • Tech Sales Success: Demonstrated success in technology sales, particularly in acquiring new clients.
  • Business Acumen and

Communication Skills:
Possess strong business acumen and effective communication skills.

  • Engaging, Compelling, and

Influential Communication:
Ability to communicate in an engaging, compelling, and influential manner.

Preferred Technical and Professional Expertise

  • Expertise in the

Automation Market:

Demonstrated knowledge and proficiency in the automation market, enabling you to consult with clients and build trust (training on IBM's Automation offerings will be provided).


About Business UnitIBM 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

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