15 days old

Business Partner Representative - Security

Sydney, NSW 2000
  • 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

The position of Business Partner Representative Security is responsible for the coordination and successful execution of all assigned sales and ecosystem development related activities within an assigned territory or set of partner accounts to achieve assigned business objectives.
This role is focused on expanding IBM's Cloud & Cognitive software portfolio into associated industries within the Retail, CPG, Wholesale, Travel & Transportation markets through a network of ecosystem partners. Activities include working with and leveraging other IBM client-facing teams and marketing to create market demand in collaboration with ecosystem partners, identify opportunities, qualify opportunities, and then executing high-quality professional engagements that result in winning opportunities.
The Business Partner Representative will be accountable for maintaining the ecosystem health and business partner skills standards that underpin the sale of the Security software and appliance portfolio.

Where do you fit in: As part of the IBM Partner Ecosystem team you will be a brand-aligned Business Partner Representative for Security
Territories covered: Alongside a team of 7 sellers, you will be responsible for business development across an assigned territory that may change to meet business requirements.


  • Maintain, grow and be responsible for existing software and services revenue streams

  • Develop, grow and be responsible for new revenue streams from strategic transformation areas for IBM Cloud and Cognitive solutions, especially Software, SAAS, Embedded Solutions agreements and services.

  • Acquisition and development of new and existing partners to complement the strategy and focus of the partner across all solutions areas of IBM Cloud and IBM Cloud Paks.

  • Organizing, implementing and controlling the activities needed to achieve the sales goals

  • Drive transformation to Strategic Imperatives (Cloud) and higher value solutions, via specific enablement and GTM activities and developing key solutions skills expertise and certifications.

  • Create and manage Partner Growth Plans and specific business plans with relevant customers or market/solution areas

  • Implementation of customized marketing and business development activities and be responsible for the aligned marketing budgets available.

  • Responsible for business partner & customer satisfaction including Net Promotor Score

  • Ensure appropriate executive relationships with the business partner

  • Participation at events and trade fairs if necessary

  • Must be prepared to travel up to 50% of the time

Required Technical and Professional Expertise
  • Minimum 3 to 5 years experience dealing in IT sales (existing IBM Security Portfolio Experience will be a plus)

  • Must have the ability to develop pursuit strategies and support new business opportunities, which include defining/qualifying sales opportunities, determining engagement scope and cost projections, based on client requirement.

  • Good experience executing and creating contracts & consistent achievement of goals.

  • Proven track record working with ecosystem and technology partners to build strategic and cooperative sales campaigns together.

  • Business development, negotiation skills and ability to influence contract content.

  • Flexibility and desire to take on additional responsibilities

Preferred Technical and Professional Expertise

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: 2019-11-21 Expires: 2019-12-21

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Business Partner Representative - Security

Sydney, NSW 2000

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