IBM Co-Sell Specialist

RedHat

This position reports to the Geo VP, Enterprise Sales Leader.

What you will do:

• Drive engagement and a healthy pipeline across select IBM Markets to translate into incremental revenue for Red Hat products and services.
• Develop and evolve the Geo s Red Hat/IBM strategy for business development in support of key programs and initiatives.
• Collaborate with Red Hat s Global Enterprise leadership team to understand joint IBM/RHT sales plays and develop in-Geo initiatives to execute upon those plays.
• Leverage globally defined success metrics, monitor progress and report performance to leadership.
• Provide feedback to Tech Sales, the Global Enterprise leadership team and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption.
• Partner with Red Hat and IBM Operations to operationalize initiatives, including lead passing, joint opportunity ownership, deal registration, accuracy and tracking of incentives and analytics.
• Ensure ownership by leaders and sales teams in both organizations and drive a regular cadence that provides transparency on progress and needs.
• Map Red Hat s coverage model to IBM coverage needs.
• In partnership with Field & Partner Learning, ensure Geo s sales teams are enabled, are running the correct sales plays and are driving the sales motions required to achieve Red Hat s sales goals via co-branded solution delivery.
• Ensure teams are conducting robust account planning, account strategy sessions and customer briefings with clearly identified action items around co-selling within selected accounts.
• Lead key executive touch-points in IBM and Red Hat to provide keen insights and recommendations to continually improve upon our mutual efforts.
• Mobilize and lead cross-functional resources across Red Hat / IBM to support customer engagements.
• Serve as a key escalation point, as needed, to ensure field success.
• Build awareness across both IBM and Red Hat regarding key plays, incentives and customer wins.
• Speak at internal and external events to evangelize Red Hat/IBM value propositions and positioning.
• Track and report out on pipeline, wins, revenue and other KPIs.

What you will bring

• 12+ years sales leadership experience selling complex software or service infrastructure solutions to Enterprise organizations.
• Broad Red Hat portfolio knowledge in addition to a solid understanding of IBM s portfolio and go-to-market structure, plays, and ways of working.
• Ability to articulate the value of Red Hat s solutions, Red Hat s differentiation and the Red Hat opportunity to partner sales counterparts.
• Demonstrated experience in building and leading high-performing, geographically-dispersed, multifacetedspan teams in a matrixed environment.span
• Demonstrated experience in partner relationship management to include building and managing partner-led sales initiatives.
• Demonstrated ability to deliver against sales expectations and targets.
• Demonstrated ability to execute on sales strategy and value proposition within the in-Geo Enterprise segment to ensure alignment with broader organizational/product strategies.
• Ability to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, to contribute to moving the organization forward with new ways of doing business.
• Excellent verbal and written communication skills, leveraged to lead a diverse set of stakeholders.
• Demonstrated ability to hold oneself and others accountable for commitments, providing clarity and outlining clear and sharedspan expectations for success.span
• Solid operational aptitude to analyze performance, anticipate business needs and align resources, and action plans needed to achieve success.
• Technical or business degree required; MBA is preferred.