Manager, PM & Alliances IBM

Insight • Chandler, AZ

1d • Hybrid

About The Position

The Manager, Partner Management & Alliances, IBM is responsible for owning and growing Insight’s strategic relationship with IBM, serving as the primary point of accountability for IBM sales performance, margin optimization, and supplier‑funded programs. This role provides leadership and direction across our BDMs and Renewals Partner Specialists, enabling the team to work proactively—identifying and driving IBM modernization plays, aligning to priority initiatives, and partnering closely with IBM field teams and internal stakeholders to accelerate revenue growth across IBM hardware, software, services, and strategic initiatives.

Requirements

• Bachelor’s degree from a four‑year university or college.
• 5+ years of experience in partner management, vendor management, or channel sales, with direct responsibility for a large strategic technology partner preferred.
• Demonstrated ability to manage complex partner relationships, align cross‑functional teams, and deliver against revenue and margin objectives.
• Strong communication and executive‑presence skills, with the ability to engage effectively with IBM stakeholders and Insight leadership.

Responsibilities

• Serve as the primary relationship owner for IBM, representing IBM’s portfolio, programs, and go‑to‑market strategy to Insight sales teams and leadership. Act as Insight’s advocate within IBM and IBM’s advocate within Insight.
• Own IBM sales, margin, and supplier reimbursement targets, ensuring consistent performance against quarterly and annual goals through disciplined forecasting, pipeline reviews, and execution rigor.
• Translate IBM strategy into actionable Insight programs, including product launches, bundled offers, industry‑specific solutions, and services‑led opportunities aligned to Insight’s target markets.
• Partner closely with IBM sales and channel teams to identify growth opportunities, remove obstacles in active deals, and jointly pursue strategic customer engagements.
• Drive marketing, MDF, and co‑op execution for IBM, collaborating with marketing, purchasing, and sales to design and deliver campaigns, events, and enablement programs that produce measurable pipeline and revenue.
• Act as the IBM subject‑matter expert within Insight, maintaining deep knowledge of IBM offerings, partner programs, competitive positioning, and industry trends to guide sales conversations and solution design.
• Enable the Insight sales organization on IBM solutions, contributing to sales training, supporting IBM‑sponsored events, and ensuring sellers understand when and how to position IBM effectively.
• Collaborate cross‑functionally with purchasing, operations, and finance to minimize inventory risk, optimize deal structures, and ensure smooth execution of IBM‑related opportunities.

Benefits

• Base plus bonus component tied to this role at market value.
• Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year.
• Access to 11 thriving and diverse Teammate Resource Groups

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees