**Introduction** As an ISV Partner Specialist (IPS) your mission is to engage prospective Build Partners and ISVs, developing opportunities to co-create and embed IBM Software into a Partner's commercial solution offerings. You understand the Partners solution and GTM strategy and develop an IBM Software point of view which encourages the Partner to embed IBM Software into their solution. With a focus on the full lifecycle of Build with IBM activities, you create opportunities to close Embedded Solution Agreements with Build Partners and define a business model which meets the needs of the Partner and IBM. Once established, you'll introduce the Partner to IBM's go-to-market benefit program to accelerate GTM, generating new revenue sources for IBM and the Build Partner's solution. **Your role and responsibilities** * Partner revenue - Cross SW IPS (all software channels with significant e/AI element) & e/AI Only IPS (Trans, SaaS, & Signings Revenue for e/AI only) * # of revenue contributing Partners to measure Partner capacity, skills and GTM execution * Number of new Partner solutions with embedded IBM Technology * Revenue driven through expansion opportunities for IBM software and AI with existing Build Partners * Skilled at the highest level of Data & AI discipline and embeddable offerings Sales Execution * Establishing trusted advisor relationship with Build Partners and clear understanding of their solution or offering roadmap * Cross SW IPS will be responsible for growing existing Build Coverage Accounts in their territory through ESA Renewal, e/AI attachment, and internal use software technology sales * E/AI Only IPS will prospect and quality new ISVs within their territory recruiting them to become a Build Partner * Develop technical understanding of IBM software and AI including the ability to demo key capabilities and highlight IBM differentiation during customer discovery * Develop strong value proposition and viable business cases to support embed opportunities and drive ESA deal closure Cross IBM Engagement * Continuously expand essential business, industry, technology, architecture, and competitive knowledge in IBM software and AI technologies * Augment partner engagements with IBM’s breadth of sales support skills to establish and progress embed opportunities (e.g., leverage Dealmakers, ESA Sales Leaders, Partner Technical Specialists, Build Lab, and Marketing), to create and advocate IBM’s POV and to develop POTs and an MVP * Coordinate with PTS to design commercially and technically viable solutions for Build Partners * Coordinate with Dealmakers and executives to structure a winning deal for Partner & IBM solution co-creation * Advocate GTM benefits for your Build Partners solution by leveraging IBM’s Partner Benefits to co-sell and promotion solutions. Deal Structuring * Develop an understanding of ESA contract structure and key terms and conditions to guide Build partners around financial, legal, and operational aspects of the agreement. * Create compelling proposals highlighting the overall partnership aspiration, recommended solution and expected outcomes for the client, roadmap and execution steps. * Leverage funding programs and investments to help drive the execution of you embed deals * Exhibit entrepreneurial mindset to collaborate across Brands and Research, to position IBM software and AI as a preferred technology partner. **Required technical and professional expertise** * Depth of experiential skills in IBM Software to support Partner's Build sales opportunities * Leverage Design Thinking, Architecture, Developer Principles, and Competitive Insights to effectively articulate an IBM PoV related to IBM Software solutions, IBM Plays, and Technology Decision Points and convince Partners to embed IBM technology into their solutions * Utilize project management, strategic communication, Partner insights, sales tooling (ISC/PRM), and territory planning to manage Partner and Ecosystem activities (e.g. sales campaigns, lead pass/progression, enablement, Partner advocacy, and local recruitment) * Possess a deep understanding of Build Ecosystem Partner Plus benefits, co-marketing programs, resources (e.g., TechZone, Build Lab, ICC, Expert Labs, etc.), to demonstrate Partners time to value through 'show vs. tell' approach **Preferred technical and professional experience** NA