Business Development Partnership Specialist - Google

IBM • Research Triangle Park, NC

72d • Hybrid

About The Position

The IBM ecosystem team is seeking a Business Development Sales Leader to drive GTM and Sales activities for the Google strategic partnership across all areas of IBM, reinforcing IBM's commitment to hybrid cloud, AI and innovation for our clients across the globe. The Google Partnership is IBM's newest strategic partnerships with enormous potential for IBM. The partnership is focused on driving success across our Sell to Google pipeline growth and deployment, building and executing our Sell with strategy and supporting our customers with particular focus on SaaS growth. The successful candidate will bring deep knowledge and expertise on Google Partner Programs, Google Marketing onboarding, and execution across IBM business units. You will be expected to lead and execute the adoption and onboarding of IBM products to the marketplace, support GTM team and sales and enable IBMers (across product, development, back office, sales and other extended team members). All focused on driving IBM SaaS revenue and growth. Working in a matrix environment will be critical to your success as will be proving you have strong existing relationships with Google helping to bridge new relationships with IBM teams (ie. Product Managers, etc.). The successful candidate will come with a strong commitment to teaming, collaboration and growth mindset.

Requirements

• General knowledge of IBM offerings and differentiators is key
• Demonstrable Experience in the sales development and execution of marketplace and program execution
• Extensive experience in sales, ecosystem, and partner led engagements with sales levers to accelerate deal closure

Nice To Haves

• Sales, alliance management, GTM strategy and execution
• Solution knowledge / differentiators
• Strong collaboration and teamwork, building relationships, exec communications, and negotiations.

Responsibilities

• Drive Google / IBM opportunities for growth across both companies
• Own all Google Partner Program and Marketplace relationships with Google stakeholders and IBM owners across Product, Ecosystem, GTM teams.
• Understand and execute support of Google ISV sales and incentives programs.
• Sales support including enablement, collateral and client references
• Support and sales growth client events, briefings, campaigns at target accounts
• Understand practices from Google embedded into GTM and Account Planning
• Driving social presence and evangelism on the partnership both internal to IBM and external (ie. LinkedIn, w3, Blogs, Seismic, etc.)
• Understand and support IBM SaaS and Marketplace deals and support to IBM Sales teams to execute transactions
• Support preparation for top to top leadership interlocks
• Other tasks and team collaboration and support as defined

Benefits

• Participation in an IBM Sales Incentive plan
• Compensation based on job-related skills, experience and location
• Pay increment and frequency of pay in accordance with employment classification and applicable laws

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees