Brand Technical Specialist Manager

Your Role and Responsibilities :

The Brand Technical Specialist Manager is responsible for the growth of the integration & API business in APJ which is the biggest revenue contributing business line in APJ and globally. The success of the role is highly dependent on the collaboration with and execution support of the country sales leaders in APJ, pre-sales teams, partner management, sales operations. You will act as the interface to global product organization whilst you might not be running all integration & API activities for all markets in APJ.

What you will be required to achieve:

To define and execute on programs that result in a pipeline of 3X coverage of the quarterly booking targets. This will be accomplished by:

1. Driving ongoing Demand Generation Activities to uncover new customers and cross-sell and up-sel-, (planning regional level, involvement in execution pre-dominantly in ANZ)
2. Generating inc remental partner sourced pipeline and revenue/bookings (to be defined), and
3. Coordination of Enablement programs to increase proficiency of sales measured in seller participation rate (targeted outcome: 1. 80% participation rate targeted, 2, 70% of sellers will meet or exceed 70% of their annual quota).

To increase and maintain the predictability of the business and to ensure that the region meets or exceeds defined quarterly sales targets. This will be accomplished by:

1. Contributing to Deal Reviews and coaching session for key opportunities as well as to the execution major Integration & API opportunities across APJ
2. Working with each Sales Leader and their respective Partner Mgmt Team to create at least 5 new partnerships with active pipeline (at least 1 in Japan, 2 in ANZ and 2 in Asia)
3. Increasing new logo acquisitions by 25% above 2019 figures through direct sales or with partner organisations with focus on ANZ
4. Running programs to protect our installed base and ensure customers stay on our platform (analysis and planning regional level, involvement in execution pre-dominantly in ANZ)

To lead the transformation for the APJ Region, measured by the ability to engage in the

integration cloud market in ANZ. (KPIs to be decided upon)

Required Professional and Technical Expertise :

To be successful you must be able to:

• understand the integration & API market as well as its trends in APJ deeply
• be able to hold a technical as well as C-level conversation on integration & API related capabilities
• Be able to put the business hat first articulating business outcomes, calculating return on invest to
• justify customer and investment decisions to be made, formulating Go-To-Market· strategies and execution plans

Strengths or innate abilities required to successfully achieve the above targets

Strategic awareness

• You are able to set strategic direction in a realistic way and put your ideas and requests in context of costs, resources available, market conditions and outcomes expected. As such you won’t just request features and functions to your counterparts in the product group. You will be able to articulate the business impact and the need for prioritization based on business priorities and tangible returns..

Planning

• You are able to operationalize your strategy in a cohesive plan with milestones to progress against.
• These plans clarify interdependencies, outlines obstacles that you will action on to resolve. Whilst some of them might be easy you will be able to pull a virtual team together to brainstorm solutions and overcome the issues faced.

Action

• Drive Whilst planning is the basis for your action, a plan without actions is just theory. Are taking initiate every day to move things forward, follow-up on actions rigorously and bringing the team together to progress. As such you will need prioritize carefully in placing your bet on things that will deliver the greatest impact to the business success

Resilience

• You recover quickly from hardship: not everything will go accordingly to plan, learning from failures and seeing the opportunity to grow with every set-back will keep you going and stay in a positive mindset. Some of the things that you will work on a the very first initiatives of its kind. Your resilience and persistence will get you to your goals eventually.

Adaptability

• Interfacing with many stakeholders and orchestrating a virtual team around you requires you to switch hats quickly: one part of the day you might spend with planning and reviewing actions, the next hour you will try to convince an Enterprise Architect that IBM has the right solutions holding a technical conversation, you will maybe meet the same day a partner to work with them on their first success or discuss IT strategy with a CIO. This job could be more versatile playing to your strength in adaptability.

Organiser

• As things will become very hectic easily, organisation and prioritisation are key enabler for your success. There are so many temptations of what could be done first. Your strength in being able to align priorities with goals agreed will be needed to keep you on track. It is not such much about the quantity alone to get the job done, but more of what you decide to not to do and the quality of itRapport Builder
• You are part of a team consisting of many different types of internal stakeholders. Making sure you understand expectations, how you can help and support them in being successful as well as winning them over to be jointly successful will be key to your success in this role. As part of the alignment process and relationship building you engage and contribute your views constructively allowing both sides to appreciate differences and allow new findings to potentially re-consider your position

Strong work ethic

• The internal context of your work plays to your strength of being a hard worker without burning you out. The nature of the job will require for you to be available from time to time outside of normal business hours.