IBM Co-Sell Specialist

Specialist

Dubai

February 19, 2026

Application ends: May 20, 2026

Job Description

JOB DETAILS

REQUIREMENTS

12+ years sales leadership experience selling complex software or service infrastructure solutions to Enterprise organizations.
Broad our client’s portfolio knowledge in addition to a solid understanding of IBM’s portfolio and go-to-market structure, plays, and ways of working.
Ability to articulate the value of our client’s solutions, our client’s differentiation and our client’s opportunity to partner sales counterparts.
Demonstrated experience in building and leading high-performing, geographically-dispersed, multifaceted teams in a matrixed environment.
Demonstrated experience in partner relationship management to include building and managing partner-led sales initiatives.
Demonstrated ability to deliver against sales expectations and targets.
Demonstrated ability to execute on sales strategy and value proposition within the in-Geo Enterprise segment to ensure alignment with broader organizational/product strategies.
Ability to challenge assumptions and conventional wisdom with specific, supported, reasoned proposals, to contribute to moving the organization forward with new ways of doing business.
Excellent verbal and written communication skills, leveraged to lead a diverse set of stakeholders.
Demonstrated ability to hold oneself and others accountable for commitments, providing clarity and outlining clear and shared expectations for success.
Solid operational aptitude to analyze performance, anticipate business needs and align resources, and action plans needed to achieve success.
Technical or business degree required; MBA is preferred.

RESPONSIBILITIES

Drive engagement and a healthy pipeline across select IBM Markets to translate into incremental revenue for our client’s products and services.
Develop and evolve our client’s Geo’s /IBM strategy for business development in support of key programs and initiatives.
Collaborate with our client’s Global Enterprise leadership team to understand joint IBM/RHT sales plays and develop in-Geo initiatives to execute upon those plays.
Leverage globally defined success metrics, monitor progress and report performance to leadership.
Provide feedback to Tech Sales, the Global Enterprise leadership team and IBM regarding customer requirements and portfolio enhancements needed to increase success and customer adoption.
Partner with our client and IBM Operations to operationalize initiatives, including lead passing, joint opportunity ownership, deal registration, accuracy and tracking of incentives and analytics.
Ensure ownership by leaders and sales teams in both organizations and drive a regular cadence that provides transparency on progress and needs.
Map our client’s coverage model to IBM coverage needs.
In partnership with Field & Partner Learning, ensure Geo’s sales teams are enabled, are running the correct sales plays and are driving the sales motions required to achieve our client’s sales goals via co-branded solution delivery.
Ensure teams are conducting robust account planning, account strategy sessions and customer briefings with clearly identified action items around co-selling within selected accounts.
Lead key executive touch-points in IBM and our client to provide keen insights and recommendations to continually improve upon our mutual efforts.
Mobilize and lead cross-functional resources across our client’s / IBM to support customer engagements.
Serve as a key escalation point, as needed, to ensure field success.
Build awareness across both IBM and our client regarding key plays, incentives and customer wins.
Speak at internal and external events to evangelize our client’s/IBM value propositions and positioning.
Track and report out on pipeline, wins, revenue and other KPIs.