Job Description

**Introduction** This role is responsible for all aspects of overall IBM results for a key Strategic Technology Partner. A collaborative leader who leads across various stakeholders and teams to drive business development and strategic alignment. Crafts and executes the partnership strategy to meet revenue and signings objectives in alignment with defined priorities. Responsible for driving the Technology Strategy in coordination with the IBM leadership teams including all partner influencers and decisions makers to not only position IBM offerings to deliver business value & meet customer needs but also deliver on jointly defined product and partnership objectives. * Provides leadership that results in the partner's alignment with IBM's Hybrid Cloud and AI strategy, leading to expanded market opportunities with consistent IBM Technology and Services growth. * Has the executive presence and industry expertise to act as a strategic advisor to the partner's C-Suite and key LOB leaders - to address key technology and business requirements and opportunities. * Leads the client team throughout the sales cycle to land and expand IBM's technology footprint - ensuring the Brand IBM team has a partner-centric culture. * Builds a diverse pipeline of opportunities by putting IBM Sales Plays in partner context. **Your role and responsibilities** Role Focus Technical & Industry Expertise - Leverages broad and deep technology and industry expertise to engage decision makers and key influencers with highly contextual insights and competitive perspective. - Applies systems and architectural thinking to co-create and meet business intent and delivery of solutions. - Lead the development of an overall technical strategy that is sound, doable, achievable and that resonate well with potential customers. Own and drive issue resolution across the partnership from technical to business to sales issues. Account Planning & Stakeholder Management · Drives end-to-end sale of product and services, engaging support, specialty and technical roles where relevant. · Maintains up to date knowledge on technology and industry trends and articulates the value of IBM offerings and solutions versus competitors. · Responsible to own and maintain partnership relationships and objectives while driving revenue growth. Sales & Strategy Execution * Leads teams through the entire sales lifecycle with strong sales skills and leadership discipline. - Balances Partnership objectives including Customer Zero product collaborations. - Leads contracting and sales execution as well as Partnership and collaboration agreements. Role Specific Skills Strategic innovation - Provides direction to teams for the partner's innovation agenda, bringing in industry competitive perspective and recommending disruptive technologies and approaches to scale new value capture. - Develops deep understanding of partner offerings as well as synergy opportunities to maximize joint 360 growth. - Develops and gains senior executive support for new partnership initiatives in support of enhancing existing or new strategic partnership offerings across core technology areas, including AI, Public and Private Cloud, Security, and related infrastructure. Go-To-Market leadership · Drives the overall joint Go-To-Market for the strategic technology partnership while developing creative ways to expand the sales opportunities and market reach of joint solutions. · Leads the cross functional teams to ensure market alignment and leadership of the joint offerings. Solution co-creation - Provides team direction for the co-creation of solutions with partner, applying broad technical skills, deep industry knowledge and "out of the box" thinking. - Collaborates with IBM Engineering teams as well as Partner Product leaders to deliver prototypes that lead to transformative change for clients. - Drives the development of investment cases, market value propositions, and key talking points to ensure market adoption and success. Managing for growth - Manages the executive alignment and interactions between partner and IBM, as well as managing internal IBM executive alignment to ensure partnership success. Manage and coordinate executive meetings and reviews all the way to CEO level. - Coaches account team to achieve account objectives, balances tactical pipeline with multi-year strategic objectives. - Manage cross team investments to meet overall account objectives and growth targets. - Develops clear understanding of partner's business, organization, culture and compelling reasons to act. Impactful relationships - Creates and maintains enduring and trusted relationships at all levels within the Partner's business (including CXOs, Sales Leadership, Product Management, Architects, Developers), establishing IBM as an essential partner. - Brings the full power of IBM to the partner as a technology and services provider, connecting a broad network of technical experts, serving as the single point of accountability for IBM sales, delivery and partnership quality, playing a central role in resolving any critical situations. - Acts as mentor to both IBM and partner's product and partnership teams. **Required technical and professional expertise** This is a senior leader role and with this, multiple years of solid partnership experience in Software, AI, Cloud Infrastructure related environments, with proven track record of developing new strategic partnerships with growth potential beyond $1B/year. Comprehensive knowledge of AI, ML, Data Science, and associated systems, AI models, and AI infrastructure. IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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