Value Added Distributor (VAD) Marketing Manager

Introduction

The Value Added Distributor (VAD) Marketing Manager is dedicated to increasing the mindshare of IBM with, through and within IBM distributors. The VAD Marketing Manager develops and aligns Distributor marketing activities with sales targets, BU marketing objectives and works to always simplify and improve the partner experience with IBM. This role aligns IBM marketing strategy and Global IBM Distributor execution to drive demand for IBM products, solutions and services built on IBM technology.

Your role and responsibilities

This role serves as the face of marketing to support IBM regional Service partner and VAD relationships Pan Geo. You are externally focused to bring the voice of the partner and market insights into IBM. You’re responsible for knowing and understanding IBM clients, partners, sellers, offerings, and overall market trends – what’s important to whom and why and how IBM can uniquely bring value to the client.

As an Ecosystem Marketing Regional Partners Professional, you’ll build market engagement plans for regional Service partners and VADs globally to drive business pipeline and revenue objectives based on a deep understanding of clients, partners and markets.

You will:

• Design, implement, and communicate the regional VAD and Service Partner Marketing go-to-market strategy globally across each of the priority areas; Demand Generation for Partners, Progressing opportunities in pipeline, New Partner Acquisition/Activation/Expansion & Partner Enablement aligned to IBM strategic priorities and revenue objectives, collaborating across regions and leveraging data-driven insights to optimize results.
• Leverage knowledge of multiple marketing tactics and work closely with cross functional teams for adding activities in your plans, including: live or virtual events, brand recognition, social media marketing, digital and email lead generation activities, and channel/partner marketing
• Brief, enable and collaborate with Sales, Clients, IBM Service Partners, VADs, Marketing Colleauges and/or internal stakeholders
• Measure, analyze, and report on the impact of marketing and communications activities using IBM demand generation programs for Service partners

This role requires three days of in-office presence per week, with two days for remote work

• Collaborate across Geography teams (Americas, APAC, EMEA, Japan) to develop quarterly marketing plans to meet and exceed revenue objectives, while sharing best practices, lessons learned, and ensuring alignment across regions.
• Dedicated marketing counterpart to Regional Managing Executives and VAD Managing Director to RSI partners and VADs to create global programs aligned to Channel Sales business objectives, proactively identifying gaps and opportunities where marketing can support distributors in achieving their revenue targets.
• Act as a Subject Matter Expert (SME) to both educate and advise the Service Partner and Distributor on marketing resources, including Co-Marketing and My Digital Marketing, and partner-focused best practices, while bringing the voice of the distributor and partners back to IBM to inform strategy and improve execution..
• Develop Global Marketing programs (both targeted and at scale) to align to IBM strategic priorities, including product-led-growth, software and SaaS adoption, acquiring new clients and accelerating across marketplaces.
• Advocate for, influence, and integrate Distributors and Business Partners into IBM led marketing tactics and events to achieve economies of scale and keep IBM top of mind within Partner organizations.
• Leverage data and tools to monitor global RSI and VAD performance, generate actionable insights, and optimize marketing campaigns to drive revenue and partner engagement.

Required education

Bachelor’s Degree

Preferred education

Master’s Degree

Required technical and professional expertise

• Experience in Marketing with a focus on channel/partner ecosystems.
• Multinational and multi-Geo experience
• Experience in partner management from a marketing and/or sales perspective
• Experience with Business Partners or working with 3rd parties
• Experience designing, executing, and optimizing global marketing programs.
• Experience using various tools and data analytics programs to monitor and measure activities (e.g., CMC, Tableau dashboards, PPS data, GPM)
• Experience managing a marketing budget
• Experience in Demand Generation program management and partner enablement initiatives.
• Experience managing process controls
• Hybrid, attendance at the office will be required only 3 times per week.

Preferred technical and professional experience

• Comfortable working in a highly matrixed environment that requires collaboration across stakeholders and geographies.
• Experimentation- working quickly to pilot and operate with a fail- fast mindset.
• B2B partner marketing experience that understands partners, and the varying levels of marketing skills and resources they can deploy
• Experience in campaign design and delivery to recruit partners or clients
• Experience operating or leveraging agentic workflows
• Experience in Sales and Business Development

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.

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