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Introduction

Your mission as the Technology Lifecycle Services (TLS) Americas Ecosystem Manager is to assist and coach Sellers as they work to protect the base renewal contract and grow each Business Partner's IBM annual spend by identifying and successfully upselling and cross selling IBM Logo and Multi-Vendor Services (MVS).

You leverage the Manager Playbook as you coach your channel renewal & expansion sales team members through the end-to-end renewal and expansion process. You build the right mix of skills and optimize resource utilization to meet market and partner demands.

You drive a culture of teaming, encouraging subject matter experts to share expertise and contribute to team success.

You build, cultivate and maintain strong relationships with key executives and influencers within the ecosystem to help drive and close on time renewals and winback opportunities from third party maintainers.

Your role and responsibilities

Account Planning & Stakeholder Management: Drives end-to-end Technology Lifecycle Services (TLS) across the ecosystem for the Americas TLS products for Select, Strategic and Signature accounts

• Collaborates with IBM teams to ensure alignment with business partner engagement and negotiations with particular focus in National Market

• Supports ecosystem strategy and planning and contributes to the account planning process for Americas channel

Sales Execution:

Responsible for overall execution and closure of TLS Renewal & Expansion opportunities teaming with VADs/ Business Partners and Renewal & Expansion sales teams.

• Leads & coaches team to successfully renew and expand existing contracts, identify new opportunities and winback business from Third Party Maintainers.

• Builds the right mix of skills and optimizes resource utilization to meet market and client demands.

Managing for Growth:

Remains up to date on TLS offerings to articulate the IBM value proposition and differentiation from competitors’

• Coaches TLS Renewal & Expansion teams with clarity and conviction to ensure they fully understand how to do their jobs successfully to achieve Objectives and Key Results (OKRs)

• Demonstrates growth mindset and radical candor.

KPIs:

* Revenue & Signings attainment to plan

* On time, full quantity renewals and maximize yty price realization

* Winback and new opportunity identification

Required technical and professional expertise

* Master deal and situational coaching through candid, open communication

* Master territory management and leveraging resources/best practices for their team

* Ability to effectively handle objections and maximize sellers' time with clients

* Effective performance management of team to drive high-performance culture

* Foster entrepreneurial mindset and calculated risk-taking

* Understand and articulate the business value (tangible and measurable) our clients receive from Technology Lifecycle Services offerings.

* Proficient in objection handling, negotiation techniques, pricing and delegation

Preferred technical and professional experience

* Prior ecosystem experience

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.