Introduction The role will cover building and developing brand new business partner relationships across ISA in an effort to grow channel contribution in ISA.
Role Recruit / Enable / Activate Leading & Strategic Industry players to incorporate IBM Analytics technologies into their solutions
Focus to be driven by interlock with WW & Local Platform & Solutions Segment Leaders
Secure a new breed of partners for solutions like Hadoop, Cloud, etc.
Develop a Business Plan with recruited BPs to ensure readiness & successful GTM
Grow selected non-Top existing BPs to maximize the market opportunity
Responsibilities Own the identification, Recruitment, Enablement and Activation of an assigned (x number) of targeted new BPs.
Target / focus to be driven by :
o BP capacity gaps identified via the BP Capacity Planning process.
o Emerging / strategic technologies & markets (e.g. Cloud, Hadoop, Internet of Things, etc)
o Interlock with WW & Local Platform & Solutions Segment Leaders who will determine strategic market growth opportunities.
o Local knowledge of BPs with strong presence or high growth potential.
Tailor a strong value-add partnership message to recruit the targeted BP.
Monitor recruited partners on an ongoing basis to ensure activation (selling of their first deal(s)) is completed successfully.
Collaborate with WW & Local Platform & Solutions Segment Leaders for best practice approaches
Business Plans: own the completion, monthly update and posting of Business Plans for each of the New recruited BPs and existing smaller selected BPs assigned. Business Plans should include a clear set of actions, owners, dates to incorporate Analytics offerings into the BPs solutions, a joint GTM to complete activation (first deals closed) specially with new buyers / Midmarket and achieve agreed Rev Targets.
Sales Plays: communicate to the new BPs & actively participate in the execution of sales plays, sharing collateral and best practices, with emphasis on: a) synergy plays that include combinations of Analytics Group products, and b) penetrating the MidMarket (MM) territories.
Pipeline Gen: drive pipeline creation of the new BPs and jointly develop Demand Generation plans with the Marketing team. Encourage the use of co-Marketing funds to drive stronger pipeline growth.
Capacity Planning: actively participate in the Capacity Planning process (using the corresponding Tool to be launched) to assess & solve the capacity gaps per product group via recruitment & activation of BPs.
Enablement: continuously assess, identify and solve BPs enablement requirements, consolidate and elevate them to the local & WW analytics teams for execution.
Skills Key Skills
Knowledge, Skills and Experience
10+ years of experience in strategy and / or strategic business development with at least 3 years in Analytics space in ISA.
Be familiar with Analytics technology and data platforms.
Experienced in building channel relationships at C level from scratch.
Demonstrated track record of exceeding established goals on a consistent basis.
Organization agility/savvy and ability to work across organizational boundaries to build alignment at multiple levels of management and drive closure on issues and sales engagements.
Proven experience successfully operating in global and highly matrix environments with multiple stakeholders / functional boundaries
Strong skills business planning at an executive level in business partners.
Demontrabal track record of success brining business partners onboard and getting them to contribute revenue quickly.
Ambitious, independent, self-starter with the ability to effectively manage multiple business partners simultaneously.
Excellent analytical and problem solving skills
Ability to drive results across functional areas, including program management, legal, engineering, marketing, business development
Strategic thinking, analysis skills, and the ability to achieve objectives and deliver results.
Demonstrated success with working on large, complex projects, deals and/or partnerships
Strong team player with solid cross group collaboration skills in relationship building, issue resolution and communication
Ability to solve highly unstructured business problems
High levels of energy and drive to get things done on time
Ability to work in a disruptive technology space that is quickly evolving
Strong communications and presentation skills
Total Years of Experience 10+