ASEAN Software Analytics Channel / Business Development Representative IBM - Singapore

The Business Development Representative will be responsible to drive accelerated and sustainable channel growth in the solutions under the Analytics Solutions Group in ASEAN through targeted business development activities. You will also establish, develop, maintain and manage relationships with named Business Partner Clients.

Responsibilities:

Work with the local country Business Partner Rep (BDR) to drive Core BPs revitalization.

Increase Velocity and Volume Capacity in partners eco-system for Analytics Solutions Group.

Increase less than 100K (LT100K) deals per business partners

Develop and execute Business Development Plan for Analytics Solutions Group to achieve revenue objective and growth.

Has in-depth sales, business and professional skills to work with any level of Business Partners and customer management. 

Build and develop a vibrant Channel network across ASEAN.

Execute to the IBM/Partner business plan and growth model when appropriate

Implement IBM channel partner strategy, meet sales targets and ensure customer satisfaction consistent with company policy and goals 

Be responsible for overall partner achievement

Be responsible for overall business partner pipeline coverage.

Lead IBM key account planning sessions / deal clinics

Analyze channel ecosystem in terms of current business obstacles, identifying opportunities and scoping potential opportunities

Work with Direct Sales & Tech Sales to build an aligned channel objective

Resolve channel issues & problems, alert others as needed 

You will need in-depth sales, business and professional skills to work with any level of channel management. With a perspective beyond the assigned territory, you will provide input to sales objectives and strategies for building an effective channel. 

You will use your effective communication skills as you engage team members to define approaches and goals, especially as they relate to the Route-To-Market approach, Solution positioning, or defining sales action plans. 

You will facilitate teams, where members represent a diverse set of business interests or objectives. 

You will develop business and sales strategies for communicating new developments or announcements in the channel to client teams, members of other specialty teams, IBM Business Partners and to the customer within the assigned territory. Further, you will need to negotiate effectively with multiple levels of channel management, resulting in successful closing of the sale.

Creative problem solving capabilities will be required as you actively understand & identify market trend and build channel strategy in anticipation of major business opportunities. You will execute the Business Partner on-boarding Framework of Identification, Qualification, Enablement, Certification, Lead Generation & Sales Engagement.

Required

• Bachelor's Degree
• At least 5 years experience in in Sales or Channels Sales or sales consultancy related to SW solutions-preferably in area of Business Intelligence, Predictive Analytic, Financial Performance Management or Enterprise Asset Mgt
• At least 5 years experience in in Sales or Product or Program Marketing for SW solutions
• At least 5 years experience in in Industry Frameworks Marketing
• English: Fluent

IBM 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 a global technology and innovation company headquartered in Armonk, NY. It is the largest technology and consulting employer in the world, with more than 400,000 employees serving clients in 170 countries. IBM offers a wide range of technology and consulting services; a broad portfolio of middleware for collaboration, predictive analytics, software development and systems management; and the world's most advanced servers and supercomputers. Utilizing its business consulting, technology and R&D expertise, IBM helps clients become "smarter" as the planet becomes more digitally interconnected. This includes working with organizations and governments to build systems that improve traffic congestion, availability of clean water, and the health and safety of populations. IBM invests more than $6 billion a year in R&D, just completing its 18th year of patent leadership. IBM Research has received recognition beyond any commercial technology research organization and is home to 5 Nobel Laureates, 9 US National Medals of Technology, 5 US National Medals of Science, 6 Turing Awards, and 10 Inductees in US Inventors Hall of Fame. The company was behind the inventions of the PC; SABRE travel reservation system; UPC codes, Watson, the Jeopardy!-playing computing system, and much more.