Job Description
IBM Ecosystem Leader is a senior, impact-driven role that blends strategy, sales leadership, and partner enablement to drive revenue through ecosystem partnerships. In this role, you will lead the Ecosystem Sales Team for the IBM Technology Portfolio in the Central Region, guiding opportunities from discovery to closure and ensuring exceptional customer outcomes.
You will build and execute a scalable ecosystem go-to-market strategy, align field sales with portfolio offerings, and cultivate deep relationships with key ecosystem partners such as system integrators, MSPs, and independent software vendors. This role focuses on enterprise-grade solutions spanning cloud, AI, data, analytics, security, and hybrid infrastructure, delivering measurable outcomes for IBM and its partners.
As a trusted advisor to clients and partners, you will forecast sales, manage a robust pipeline, negotiate contracts, and coordinate cross-functional teams across Product, Marketing, and Global Technology Units. You will mentor a high-performing team, set ambitious goals, and embed a culture of integrity, collaboration, and continuous learning. IBM offers a dynamic work environment, global opportunities, and a clear path for leadership development.
Key success factors include a customer-centric approach, data-driven decision making, and the ability to translate complex technology portfolios into compelling business value for large organizations in Singapore and the region. You will represent IBM at ecosystem events, contribute to thought leadership, and drive partner-enabled revenue growth that accelerates IBM's market leadership in next-generation technologies.
Responsibilities
- Lead and grow the ecosystem sales team across the IBM Technology Portfolio to identify, progress, and close strategic deals with ecosystem partners and customers.
- Develop and execute a scalable ecosystem go-to-market strategy, aligning field teams, partners, and portfolio offerings.
- Build and manage relationships with key ecosystem partners (SIs, MSPs, ISVs) to accelerate revenue and co-create solutions.
- Drive pipeline value, forecast accuracy, and closure of high-value enterprise deals in Singapore and regional markets.
- Collaborate with Product, Marketing, and GTM teams to tailor IBM solutions to customer requirements (cloud, AI, data, security).
- Lead contract negotiations, pricing discussions, and deal structuring to maximize value for IBM and partners.
- Mentor and coach sales teams, set KPIs, and promote a high-performance, ethical sales culture.
- Represent IBM in ecosystem events, analyst briefings, and thought leadership activities to grow brand and partner engagement.
Qualifications
- Bachelor's degree in business, engineering, or related field; MBA preferred.
- 8+ years of enterprise sales, channel sales, or ecosystem partnerships with a proven revenue track record.
- Experience selling IBM technology or cloud/AI solutions is a plus; familiarity with IBM Cloud and AI solutions.
- Strong leadership, communication, negotiation, and collaboration skills; ability to lead cross-functional teams.
- Proven ability to build and manage partnerships and channel programs; pipeline development and management.
- Willingness to travel occasionally; fluent in English; Mandarin or other regional languages a plus.
- Data-driven, results-oriented, with strong problem-solving and decision-making abilities.