Author Topic: GTS Specialist Partner Representative Job at IBM Nigeria  (Read 268 times)


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Job Title: GTS Specialist Partner Representative

Employer: International Business Machines (IBM)

Job ID: GTS-0600548

Job type: Full-time Complementary

Work country: Nigeria

Position type: Professional

Work city: Lagos

Posted: 22-Aug-2013

Travel: 50% travel annually

Job area: Sales

Business group: Global Technology Services

Job category: Sales

Business unit: TSS

Job role: Channel Sales Professional

Job role skillset: General

Commissionable/Sales-Incentive jobs only: Yes      

Job description:

Position Summary & Responsibilities:  

•   Achieving the territory brand objectives using BP Route 100%

•   Build Transaction Roadmap for Partner Territory

•   Implementing territory Plan-to-Make Plan

•   Perform Gap to Plan Analysis & Actions for partner territory

•   Building and managing business plans with local business partners

•   Analyzing territory and partner firm performance gaps and developing resolution plan

•   Engaging business partner sellers to develop territory business and drive sales execution

•   Driving joint sales calls with partners on key and complex opportunities

•   Owning the territory execution of the channel services specialty sales plays

•   Leading pipeline progression business partners

•   Assisting BPs to deploy services specialty and solutions plays at territory level

Desired Experience:

•   Extensive knowledge of the Global Technology Services (GTS) offerings portfolio.

•   Able to identify and resolve skills and program issues and apply knowledge of tools and selling offerings, programs and initiatives.

•   Ability to support the BP’s strategic and tactical plans in assigned solution area, while exceeding GTS solution area business objectives and measurements at assigned BP account


•   Ability to clearly understand the BP’s vision, strategy, goals and objectives, and be able to link them to IBM business programs in assigned solution area.

•   Ability to successfully co-sell and manage sales execution of GTS services specialties across assigned territory.

•   Strong written and verbal communication skills


•   Bachelor’s Degree

•   At least 5 years experience in evaluating Business Partner sales capabilities

•   English: Fluent


•   Master’s Degree in Business/Management

•   At least 6 years experience in evaluating Business Partner sales capabilities

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