Job Description

Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.
Your role and responsibilities
As a Service Technology Partner Specialist your mission is to drive overall revenue growth, wallet share expansion and enablement to selected high-value service partners by cultivating deep trusted relationships and orchestrating joint strategic planning across the partner firm. Focusing on driving the adoption of IBM Hybrid Cloud and AI technologies, you accelerate your partners' business execution by coordinating IBM Brand teams, IBM Research, IBM Consulting, and the assigned Partner's vertical and horizontal teams to drive revenue growth.
Partner Planning & Partner Management

• Develop Service Partner account strategy to identify cross market and cross portfolio solutions, focusing on strategic initiatives with aligned pipeline

• Influence partner's sales teams, technical specialists, and practice leaders to increase adoption of IBM Brand offerings / plays into Service partner's practices

• Engage local country/market sales teams, Digital sales teams, marketing, and technical teams to activate joint plans

• Develop a strategy to build repeatable platforms & solutions (embedded IBM technology) and practices (Partner offerings focused on IBM Technology) Sales Execution & Cross IBM Engagement

• Leverage Ecosystem programs, co-marketing, and ISC/PRM tooling to drive joint demand generation, prospecting, or solution co-creation

• Connect partner and IBM sellers in city/country/markets serviced by the partner to facilitate local execution of prospecting, lead passing, and go to market

• Establish quarterly management system (QBR) with Partner Augment Partner and Client engagements with IBM's breadth of capabilities to co-create solutions (e.g., Build Lab, Customer Success Managers, Expert Labs, Technical Sellers, Marketing)

• Collaborate closely with global and regional teams to create a strong/trusted personal brand at the assigned Partner(s); activate and coordinate teams effectively in support of high value engagements and opportunities.

Required education
Bachelor's Degree
Required technical and professional expertise

• Apply knowledge of IBM Software and Infrastructure (cross-portfolio) products, with emphasis on IBM Hybrid Cloud and AI technologies
• Articulate the value of IBM Technology within the partner solution and help promote the solution.
• Apply knowledge of IBM business models, incentives, and contract types available to partners.
• Apply knowledge of the influence revenue model, how it is tracked and how to leverage the process to maximize influence revenue with service partners.
• Apply knowledge of Services Offering Management discipline and how to sell to account clients or through partners.
• Drive sales planning and design the go-to-market, for lead generation, signing and executing on the landing of the solution within the market or at a client

Preferred technical and professional experience
Preferred Professional and Technical Expertise

• Possess a deep understanding of Sell/Build/Service Ecosystem motions, resources (e.g., TechZone, Build Lab, ICC, Garage, etc.), and Brand initiatives.
• Experience with Design Thinking methodology

ABOUT BUSINESS UNIT
IBM 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, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
OTHER RELEVANT JOB DETAILS
When applying to jobs of your interest, we recommend that you do so for those that match your experience and expertise. Our recruiters advise that you apply to not more than 3 roles in a year for the best candidate experience. For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Technology Partner Specialist - Services
Job ID
82268
City / Township / Village
Mumbai
State / Province
Maharashtra
Country
India
Work arrangement
Hybrid
Area of work
Sales
Employment type
Regular
Position type
Professional
Travel required
Up to 80% or 4 days a week (home on weekends - based on project requirements)
Company
(0063) IBM India Private Limited
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
Yes

Skills Required