Partner Recruitment Lead

1 week ago


Riyadh, Saudi Arabia IBM Full time

**Introduction**
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**
As a Build Partner Recruitment Leader, you’ll be responsible for identifying and recruiting new marquee ecosystem Build partners for IBM within Saudi Arabia and the Gulf & Levant Territory. This role will be a master orchestrator between brands, markets and distribution while showcasing your business acumen to:

- Drive recruitment and onboarding of new Build partners, with targets to drive revenue with new partners
- Research and meet with prospective partner executives to uncover potential for a potential partnership with IBM as one of their technology vendors
- Prioritise growth offerings and market gaps for prospective partners interested in building on or embedding IBM technology
- Coordinate technical enablement support for recruited partners - across sales motions
- Drive partner onboarding process - register on partner world, introduce to IBM systems, resources, etc. Work with partner concierge team to drive successful on boarding
- Proactively identify where Brand SMEs or Build team investments are needed to progress a deal

As a Partner Recruitment Leader, you’ll be responsible for the following:

- Developing executive relationships with partner firms: OI and develop new partnerships with high growth partners executives to incorporate IBM’s technologies into their business models
- Sales Execution: Drives target partner through key recruiting milestones (e.g. register on Partner World) and ultimately to a revenue result
- Industry Expertise: Remains up to date on intra-market dynamics (e.g. key players and SoW) of partner ecosystem, including end user needs
- Product Portfolio Expertise: Have a strong software knowledge as well as overall cross brand focus on IBM’s technologies focused on the technology decision points & sales plays to get new and existing partners to team with IBM and see IBM as a strong technology partner for their business

Critical Tactical On-Going Responsibilities:

- Help develop and articulate technology use cases for IBM solutions and be well versed how they contrast in value add to the competition
- Identify and coordinate technical enablement, customer success, marketing, & SME resources to demonstrate full value of IBM partnership and show IBM’s value proposition as a technology partner
- Proven, collaborative, sales and technical skills across the portfolio and or by sales motion
- Proven ability to create and progress executive relationships both with business partners and internal IBM teams.
- Ability to understand various channel business models and work with the partner executive teams to develop a model that works for the business partner and IBM.
- Business Development, Strategic Partnerships, Software Solution Sales or tech sales

Preferred Professional and Technical Expertise:

- Knowledge of Systems and Cloud & Cognitive Brands and solutions
- Strong background in a sales or technical sales role, business development, solution selling and strategic partnerships preferred

**Required Technical and Professional Expertise**:

- Proven, collaborative, sales and technical skills across the portfolio and or by sales motio
- Proven ability to create and progress executive relationships both with business partners
- Ability to understand various channel business models and work with the partner executive teams to develop a model that works for the business partner and IBM.
- Business Development, Strategic Partnerships, Software Solution Sales or tech sales
**Preferred Technical and Professional Expertise**:

- Knowledge of Systems and Cloud & Cognitive Brands and solutions
- Strong background in a sales or technical sales role, business development, solution selling and strategic partnerships preferred

**About Business Unit**

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s 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



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