30 days old

Business Partner Coverage Representative (PCR)_Vietnam

  • Job Code

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities
Position Summary & Responsibilites

The role of the PCR is to develop an ongoing IBM relationship with Business Partners, thereby providing solutions to their business needs. This requires an understanding of channel programs to implements channel programs and coverage/ sales plans. May form or lead a small cross-functional team, taking advantage of all sales and support resources available. Independently selects the appropriate offering and distribution channels that will meet the business partner's business objectives and provide a financial return to IBM. Maintains an effective business relationship with the business partners decision makers, identifies sales opportunities, and is accountable for client satisfaction for all assigned BPs.

Builds working relationships with members of other IBM sales and support functions, Business Partners, Influencers and other channels. The primary measurements are business partner success, and revenue.

Assume additional responsibilities as assigned.

-On a professional level utilizes knowledge in order to maintain relationships with the decision makers of business partners in your assigned territory.
- Independently identifies and creates opportunities by understanding the business partners business, competitors and position within your territory.
- Articulates various approaches to business plans by recommending solutions that support the successful implementation of the client's business strategy.
- Negotiates to attain specific objectives, commensurate with business partners expectations and consistent with IBM's delegation of authority.
Problem Solving:
- Analyzes business partners concerns and uses creative approaches in developing solutions.
- Challenges the validity of business solutions and uses creative approaches to develop new solutions when needed.
- Demonstrates the required skills and expertise as detailed in the applicable job role in Job Role Expertise.
- Works closely with manager and other sales professionals to execute coverage and channel strategies.
- Develops a hybrid business partner coverage plan based on validated BP buying behaviors.
- Coordinates the activities of the hybrid sales/ channel coverage process by engaging the expertise of a small team of sales professionals.
- Provides appropriate feedback to management relative to client requirements and inputs to industry/product functions all pertinent information and trends that will enhance IBM's position in the marketplace.
- Sets own priorities in managing business partner issues and concerns and ensures the involvement of the proper IBM functions, thereby bringing added value and cultivating a continuing BP relationship.
- Provides advice to other sales team members as required in order to meet business objectives.
Great communication skills in English are required to handle the complex tasks on a day to day bases. As the role is very international it needs a good understanding of multi cultural environments. A close engagement with finance and cross-brand international leaders is required. Therefore the candidate must have an extensive knowledge about the roles and responsibilities in the Partner Ecosystem Team on a international base.
- The candidate is responsible for the complete financial management system on a weekly/monthly/quarterly base. Needs to conduct and support cadence calls and be very flexible and responsive for ad hoc requests.
- 360oC documents preparations for Top management reviews is a very important part of this role.
- A close interlock with the sales support from CoC and the understanding of complex sales analysis is also required.

Required Technical and Professional Expertise
As above

Preferred Technical and Professional Expertise
As above

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
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 also committed to compliance with all fair employment practices regarding citizenship and immigration status.



  • Computers Software and Hardware
Posted: 2019-12-24 Expires: 2020-01-23

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