IBM Partner Success Offering Manager in Minneapolis, Minnesota
Ready to re-imagine the product management role? At IBM, as an Offering Manager, you are responsible for the full lifecycle of an offering: from validating need to determining the business model and defining the solution requirements. Going beyond the traditional focus of timetables and budgets, you use your keen insights into what customers want in their own business plan - and work across disciplines to build the best solutions to a problem. If being the CEO of your offering excites you, consider an offering management career at IBM.
Your Role and Responsibilities
The role is responsible for the execution of channel strategy and business outcomes from Alternative Routes for the Cloud Integration and Development segment. The key aspects of this role would be:
1) Ecosystem management and enablement of key partners for Cloud Integration segment
2) Business development through a focused channel strategy
3) Stakeholder management to leverage IBM teams for driving Cloud Integration business
4) Active participation in cross-BU partner strategy workgroup and initiatives
Primary responsibilities include:
- Ecosystem management and enablement of key partners for Cloud Integration segment
Ability to understand and communicate the overall IBM Cloud Integration vision and value proposition, built around core Customer Use Cases and key Offerings
Expert technical knowledge, as needed to engage partner business representatives, in at least three specific offering areas and working knowledge in the remaining within IBM Cloud Integration and Development portfolio (API Connect / MQ / Aspera / App Connect / DataPower / Event Streams / Microclimate / IBM Cloud private) to be able to drive the partner technical readiness and geo-specific business outcomes, with a special focus on Strategic and Commercial where covered by partners, and Digital segments.
Understand specific enablement needs and create and execute Market-specific enablement activities.
Ensure partner facing contents are always kept updated and technical roadmaps are kept current to facilitate development of skills on I&D portfolio
Deliver compelling points of view, strategic messaging and proof points that improve the portfolio's market position and support the achievement of business goals.
Improve Channel Communication by providing the right messaging for Partner World and developing content for product launches, announcements, industry events, partner round tables, keynotes, and digital campaigns
- Business development through a focused channel strategy
Provide guidance and enable IBM digital and regional channel teams to raise awareness, deepen thought leadership, and help drive pipeline-generating activities.
Develop marketing campaigns materials including collateral assets and compelling marketing offers to drive pipeline and achieve revenue growth objectives.
Drive co-marketing activities with key partners to ensure partners are taking advantage of IBM co-marketing programs to drive more I&D leads
Develop mindshare with partners by focusing on co-authored collaterals, co-marketing events, case studies and partner led customer references.
Define, track and improve key metrics for measuring and monitoring channel performance through key routes
- Stakeholder management to leverage IBM teams for driving Cloud Integration business .
Engage with sales, channels, offering leads and other IBM stakeholders across geographies to develop and execute a clear, actionable alternate routes strategy and deliver optimal results for customers and our business.
Evangelize the Offering visionworking closely with WW teams and partners across geographies.
Content development with a specific focus on channel value proposition, client segmentation and product positioning based on the understanding of the market. Identifying content needed to support execution plans, creating and curating the right assets, coordinating delivery of assets through Partner World.
Update MMT process and represent alternative route strategy to ensure compliance to drive partner and digital channel readiness for all new offerings and releases.
- Actively participate in cross-BU partner strategy workgroup and initiatives
Represent Integration and Development segment and all its pillars / offerings in alternative route activities, meetings, working groups, etc.
Support shared management system and status reporting.
Share and learn best practices from other segments and apply to I&D as appropriate.
Success measures include:
20% increase in OI from resellers
50% increase in digital OI-generated revenue
10 point increase in Partner NPS for I&D engagement
Be recognized as I&D SME for alternative routes across BU, segment, and among partner ecosystem
All I&D content current on PartnerWorld and related repositories
Formalized policies to ensure MMT checkpoints include necessary alternative routes requirements for all new offerings and releases
Required Professional and Technical Expertise
Working knowledge of the technologies involved in modern cloud platforms
Proven experience in Project or Offering Management in a product development environment
Previous experience with Integration technology and knowledge of IBM’s Integration offerings
Experience in dealing with customers and stakeholders to resolve problems and to validate market requirements and quantify opportunities
Experience analyzing the financial aspects of software product development and delivery
Experience developing sales and marketing assets in support to launch a software offering into the market
Effective communication skills
Excellent team player with proven track record of leadership in multi discipline teams
Preferred Professional and Technical Expertise
- Master's degree.
About Business Unit
Digitization is accelerating the ongoing evolution of business, and clouds - public, private, and hybrid - enable companies to extend their existing infrastructure and integrate across systems. IBM Cloud provides the security, control, and visibility that our clients have come to expect. We are working to provide the right tools and environment to combine all of our client’s data, no matter where it resides, to respond to changing market dynamics.
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For additional information about location requirements, please discuss with the recruiter following submission of your application.
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