COMPLETE Brand Partner Specialist - New Client Acquisition

Introduction
As the New Client Acquisition (NCA), you will:
Acquire new clients for IBM by working closely with IBM Partners, Brands, Digital Sales, and Marketing team through the sale of product-led growth (PLG) offerings in the IBM Software and/or Infrastructure portfolio.

Use data-driven insights to develop new client acquisition plans and growth opportunities for the assigned territory within the region or country.

Use approved contact databases and marketing programs to build new client connections and pipelines and progress opportunities to closure.

Your Role and Responsibilities
Responsibilities:

• New Client Acquisition Strategy
  • Develop new client acquisition strategy through PLG offerings by understanding emerging market trends, growth opportunities and customer needs.
  • Identify the right set of client contacts/personas and leverage presales team to activate new client acquisition strategy to drive better engagement and adoption.
  • Collaborate closely with IBM Partners, Brands, Digital Sales, and Marketing teams to ensure the success of activation.
• Sales Rigour, Discipline and Deal closing
  • Measure progress against metrics and resolve any challenges promptly.
  • Hold regular stand-ups with cross functions teams of Marketing, Digital Sales and Ecosystem to discuss progress and tap into growth opportunities with new and measurable initiatives.
  • Engage with clients to drive high-value conversations and ensure right level of technical depth is brought forth through demos and POCs.
  • Ensure New Client Interests are actioned immediately and qualified by digital sales team with a tight management system.
  • Ensure IBM partners are receiving all the help necessary to progress and close new client opportunities.
  • Personal ownership to ensure that the deals in the pipeline are closed and clients have continuously engaged post-sales with CSM teams.

Required Technical and Professional Expertise
Required Professional and Technical Expertise:

• 5+ years’ experience in customer-facing sales, digital or growth marketing roles
• Proven track record in product sales, with a hunting mindset. Demonstrated experience to be able to drive new client conversations with deep product and use cases know-how.
• Demonstrable business and commercial acumen to show the operational impact and financial value of product-led solutions.
• Professional expertise across PLG-led approaches in technology especially software.
• Highly familiar with digital marketing, and social selling including but not limited to Linkedin, SalesLoft, Zoom Info
• Strong growth mindset - the opportunity will be transformative and pioneering.
• Excellent communication, and presentation skills
• Demonstrated collaboration experience engaging with both technical and non-technical stakeholders across multiple teams.

Preferred Technical and Professional Expertise

• A strong understanding of IBM's product suite (full training on IBM's technologies will be provided).
• Understanding IBM's competitive differentiations in addition to our competition's place in the market (full training on IBM's technologies will be provided).