IBM Computing
Director, Partners
IBM Computing - New York, New York, us, 10261
Work at IBM Computing
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Overview
Introduction
Like the look of this opportunity Make sure to apply fast, as a high volume of applications is expected Scroll down to read the complete job description. A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey. Your role and responsibilities Strategic Redesign of Channel GTM * Assess the Current State: Evaluate existing channel performance and alignment with IBM segments. * Redefine Partner Types: Segment partners by role (e.g., fulfillment, influence, co-sell, embedded IP), vertical specialization, or geo-focus. Ecosystem Development * Identify Channel types (e.g., cloud hyperscaler marketplaces, ISVs, CSPs ) relevant to modern SaaS or cloud-native solutions. * Form strategic alliances or co-sell motions with ecosystem players to expand reach and drive mutual value. Channel Program Architecture * Review and connect HashiCorp partners with IBM Partner+ (structure, onboarding, certifications, co-marketing, deal registration). * Align incentives with the desired partner behavior (e.g., new logo acquisition, ARR growth, renewals). Cross-Functional Collaboration * Work tightly with Sales, Marketing, Product, and Customer Success to ensure the redesigned GtM aligns with company goals. * Translate corporate strategy into partner motions and field-executable plays. * Build the partner enablement framework: training, collateral, sales plays, tools. Required technical and professional expertise * Strategic mindset with operational execution capability * Ability to navigate organizational change and drive cross-functional alignment * Deep understanding of software sales and SaaS economics * Strong data orientation for measuring and optimizing partner performance * Expertise in channel models, partner dynamics, and indirect revenue generation Preferred technical and professional experience * Experience specifically with IBM Partner+ or familiarity with large tech ecosystems * Background in cloud-native or open-source technologies * Knowledge of cloud marketplaces (e.g., AWS, Azure, GCP) and their partner ecosystems * Previous leadership of a small, global, high-impact team * Hands-on experience building partner enablement tools or training frameworks 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.
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Like the look of this opportunity Make sure to apply fast, as a high volume of applications is expected Scroll down to read the complete job description. A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey. Your role and responsibilities Strategic Redesign of Channel GTM * Assess the Current State: Evaluate existing channel performance and alignment with IBM segments. * Redefine Partner Types: Segment partners by role (e.g., fulfillment, influence, co-sell, embedded IP), vertical specialization, or geo-focus. Ecosystem Development * Identify Channel types (e.g., cloud hyperscaler marketplaces, ISVs, CSPs ) relevant to modern SaaS or cloud-native solutions. * Form strategic alliances or co-sell motions with ecosystem players to expand reach and drive mutual value. Channel Program Architecture * Review and connect HashiCorp partners with IBM Partner+ (structure, onboarding, certifications, co-marketing, deal registration). * Align incentives with the desired partner behavior (e.g., new logo acquisition, ARR growth, renewals). Cross-Functional Collaboration * Work tightly with Sales, Marketing, Product, and Customer Success to ensure the redesigned GtM aligns with company goals. * Translate corporate strategy into partner motions and field-executable plays. * Build the partner enablement framework: training, collateral, sales plays, tools. Required technical and professional expertise * Strategic mindset with operational execution capability * Ability to navigate organizational change and drive cross-functional alignment * Deep understanding of software sales and SaaS economics * Strong data orientation for measuring and optimizing partner performance * Expertise in channel models, partner dynamics, and indirect revenue generation Preferred technical and professional experience * Experience specifically with IBM Partner+ or familiarity with large tech ecosystems * Background in cloud-native or open-source technologies * Knowledge of cloud marketplaces (e.g., AWS, Azure, GCP) and their partner ecosystems * Previous leadership of a small, global, high-impact team * Hands-on experience building partner enablement tools or training frameworks 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.
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