IBM Value Added Distributor Leader Sales Jobs in South Africa

IBM Value Added Distributor Leader Sales Jobs in South Africa

Over the past 100 years, IBMers all over the globe have helped make the world work better and smarter. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things: Changing how we create, collaborate, analyze and engage.

From transforming healthcare to improving the retail shopping experience – it’s what IBMers do. In Africa, we’ve been changing the way the continent does business for more than 50 years, and as our company continues to grow, we’re looking for talented professionals to join us in this new era.


  • Strategic management of Distributors in the channel eco-system.
  • Account Planning - assist distributors in planning sales strategy so that it is reflective of, and aligns to, the overall IBM corporate strategy and business unit objectives;
  • Develop plans with the distributors that articulate the strategies/requirements essential for focusing sales activities, forecast and communicates sales progress upline
  • Actively manage and sign off on account business plans through scheduled quarterly reviews and updates.
  • Pipeline management - support the distributors with building, monitoring and orchestrating sales pipelines to ensure continuous population of near and long-term opportunities.
  • Deal management - regularly review deals to ensure soundness and problem-free processing by IBM back-end operations;
  • Strategic sales planning & implementation - facilitate the development of strategic sales plans by the distributors so that they reflect IBM's business strategy, to advance market share/penetration, and achieve profitable growth.
  • Selling as a Distribution Leader
    focus on strategic direction and understand the overall IBM strategic direction and portfolio.
  • Assist distributors in customizing solutions with business partners with due consideration of the IBM skills and capability gaps within the channel eco-system.
  • Consultative selling - strategize with distribution sales and business unit leaders and assist in coaching their teams on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for IBM;
  • Prepare for new business partner calls in partnership with distribution sales teams and supports the efforts of the team during new business
    partner meetings;
  • Ensure that the distribution sales teams have access to IBM resources and encourage them to nurture relationships with client influences and decision makers.
  • Sales enablement to distributors in line with business unit needs to empower business partners with resources to effectively sell IBM products according to the GTM model that is best suited to their business.
  • Distribution is actively involved with deals including territory mapping, pricing support, negotiation, oversight of renewals and contract processes.
  • Development and fostering of relationships with key executive contacts throughout the eco-system to strengthen partnership, loyalty and effectively collaborate to surpass growth targets is the key function of my role.
  • Maintaining oversight and continuously striving to improve processes
  • Coordination with Finance, Operations and Client Services to establish and maintain a successful plan to manage and track renewals, account health, A/R and growth. Working with IBM Global Finance to maintain credit health of distributors.


  • Bachelors Degree
  • 7-10 years Distribution Sales experience
  • 7-10 years Business Development experience
  • Preferred Professional and Technical Expertise
  • 5 years experience working for a global organization

    How to Apply

    Interested and qualified candidates should apply online by 30th July, 2019

    For more information and job application details, see; IBM Value Added Distributor Leader Sales Jobs in South Africa

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