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IntroductionAt 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 ResponsibilitiesThe WW Storage Digital & Commercial Channel Leader role works at the intersection of two highly strategic growth areas to provide direction (and oversight) to ensure offerings & Go-to-Market remain “Channel-aligned”. The Commercial segment is where the majority of the Storage brand's future revenue growth and market share need to come from and the Storage Digital Sales Initiative (SDSI) team represent a substantial investment in the transformation of IBMs Sales 'go-to-market' to meet the evolving needs of both clients and partners.Working with the global and local Systems/Storage/Channel, Commercial & SDSI leaders you will be responsible for:
Co-creating and executing on a strategy to grow revenue for the WW Commercial segment
Designing and launching Commercial-specific IBM Marketing for Partners
Tailoring/creating offerings & enablement for Commercial segment
Simplify pricing & ordering for partners
Pilot through SDSI (Storage Digital Sales Initiative) and North America channel team and then scale to other core geographies, including AP and EU.
Track Commercial Storage metrics bi-weekly and work with geographies on gap plans
Participate in bi-weekly global cadences
Resolve blockers for geographies
Own Channel Engagement & Storage Digital Sales Initiative (SDSI) for Lead Generation
Responsible for client relationship, channel enablement, strategy for growth, and overall brand execution
Understand Business Partners’ needs and requirements creating awareness of competitive landscape
Build and execute enablement and education plans to increase quality of opportunities sent to the Channel
Foster co-sell technical engagement from inception to close between Digital and Channel
Build strong relationships with Global Channel Sales Leaders and Global Digital Sales Leaders
Enable Digital Teams on rules of engagement with the Channel to foster co-sell model
Build relationships with senior level executives, earning a reputation as the client’s trusted business advisor
Collaborate within other areas of business such as Marketing, Field Sales Teams, Storage Brand and Offering, and Digital
Escalation Point between Channel and Digital to handle Issues/exceptions
Participate/lead interlock calls with Digital Teams
Channel Communication Publications – Channel awareness of most pressing topics
Required Technical and Professional Expertise
Excellent organizational & interpersonal skills
Excellent written & verbal communication skills to present to and influence stakeholders at various levels
At least 5 years Sales experience
At least 5 years experience working with/selling with the Channel (external of internal)
Experience working with cross-functional teams to deliver outcomes
Self-directed (ability to define objectives, set challenging goals and hold themselves and others accountable to deliver)
Preferred Technical and Professional Expertise
5 years or more selling Storage solutions (IBM or other)
Experience working in Digital, Commercial
Experience working across multiple geographies/cultures
Additional language a bonus
About Business UnitIBM Systems helps IT leaders think differently about their infrastructure. IBM servers and storage are no longer inanimate - they can understand, reason, and learn so our clients can innovate while avoiding IT issues. Our systems power the world’s most important industries and our clients are the architects of the future. Join us to help build our leading-edge technology portfolio designed for cognitive business and optimized for cloud computing.Your Life @ IBMWhat 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 IBMIBM’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 StatementIBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.We consider qualified applicants with criminal histories, consistent with applicable law.Being You @ IBMIBM 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.
