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IBM IBM Partner Ecosystem Leader - Gulf & Levant in DUBAI, United Arab Emirates

Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

IBM is seeking a Partner Ecosystem Market Leader for Gulf & Levant responsible for the indirect and direct go to market strategy, operations, and revenue through the IBM Partner Ecosystem. All partner-based routes to market are in scope, including Resellers, Distributors, Systems Integrators, Technology Partners and Managed Service Providers. The Partner Ecosystem Market Leader role is focused on developing and executing the overall partner ecosystem strategy, including building and maintaining C-level partner relationships, managing the execution of channel programs and identifying and recruiting new high value partners aligning to the IBM strategic focus. Continuously building and maintaining a culture of integrity and controls discipline is core to this role.

The Partner Ecosystem Leader is expected to work cross functionally and collaborate with IBM sales, marketing, services, and training/enablement teams to build a fully integrated and highly valued Partner Ecosystem. This role is a high impact, quota carrying, channel management position that plays an integral role in the success of IBM.

Responsibilities

  • Develop and implement the overall partner strategy for the region in support of geo growth targets and in concert with the MEA and WW global Partner Ecosystem strategy.

  • Quota responsibility for overlay revenue across defined partner channels; manage programs to maximize sales revenue and touch and influence revenue from across all partners.

  • Leadership and management of direct and extended partner team including resource management, hiring, mentorship, and performance management

  • Working in collaboration with Trust, Compliance and Business Controls organizations to execute and implement controls programs and education to ensure the highest levels of integrity in the Ecosystem

  • Collaborate with field sales teams to provide partners that add value to our current and prospective customers, identify incremental opportunities and assist in current sales pursuits.

  • Build business plans with designated partners

  • Create and drive partner programs, including assisting with program definitions, oversight, pricing, and resources.

  • Work cross functionally to develop partner marketing programs, partner product certifications and training, collateral, etc.

  • The Partner Ecosystem Leader is expected to work cross functionally and collaborate with IBM sales, marketing, services, and training/enablement teams to build a fully integrated and highly valued Partner Ecosystem. This role is a high impact, quota carrying, channel management position that plays an integral role in the success of IBM.

Required Technical and Professional Expertise

  • Minimum 10 year’s experience as a successful senior partner and channel development leader

  • Proven track record of building and operating a partner function in a Multinational/Global organisation.

  • Demonstrated experience in executing Controls and Compliance programs

  • Experience and expertise leading and collaborating with cross-functional teams at all levels from individual contributors to executives

  • Demonstrated track record in defining and aligning partner and sales strategies and programs to maximize customer impact and revenue performance

  • History of documented revenue growth in complex business environments directly attributable to the partner program

  • High level of communication skills diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans

Preferred Technical and Professional Expertise

N/A

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

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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