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Your Role and Responsibilities
The IBM Data&AI Channel Leader has the responsibility of building the channel ecosystem for IBM Data&AI offerings, he/she will be required to identify the right partners that can promote IBM Data&AI offerings in the East African market, help them to build sales and technical skills required allowing them to understand customers challenges and propose the right solutions.
He/She will be responsible of building a business plan with partners, closely follow the plan execution, use IBM resources and put the right enablement plan allowing the partner to execute the agreed upon plan.
He/She will also act as the partner advocate within IBM and seek help and support required the partner to become successful, expectation from the candidate will be around the below points:
Performs as the central point to pull together the elements of a complete partner successful operation.
Identifies and establishes ongoing relationships within the partner ecosystem influencers to ensure their participation in successful, cost effective achievement of sales objectives.
Clearly articulates IBM strategy and offerings, advises partners on the latest industry trends and technology solutions, and recommends IBM products, services and solutions that solve the business problem.
Identifies a clear business development plan with each partner and closely follow up execution and pipeline execution.
Reaches to IBM MEA and WW team for support required to secure partner success.
Understands competitive landscape within his territory and build the right competitive attack/winback plays leveraging the partner ecosystem.
What we are looking for in a candidate:
Knows the dynamics of the market in East Africa (at least the key countries, e.g.Kenya, Ethiopia..) and be able to put and follow on a business plan with the BP
Knows the ecosystem around key players when it comes to Data&AI (e.g.Oracle, Informatica, SAP, SAS, ....) and can reach to the right BPs we need to recruit/enable
Can take our strategy to the market and help us promote solutions around Information Architecture
Can work with the different IBM teams to enable the BP and secure support required
Required Technical and Professional Expertise
At least 8 years experience in Software related channel sales
Demonstrated experience in Cloud
Minimum 10 years Channel sales experience in enterprise IT market
Excellent communication skills
Excellent presentation skills
Proven sales track record in both direct and channel sales
Understanding and implementation of solutions selling
Ability to manage customers at all levels
Technical background is a bonus
Preferred Technical And Professional Expertise
10+ years of experience in IT sales/business development role, preferences for roles around Information and Data Management.