At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
IBM's Global Business Services is a leader in helping clients modernize their IT environments through industry leading Application Management Services. The Alliance BDE is a sales executive responsible for growing Application Services footprint on IBM Cloud Platform.
Role & responsibilities include:
Serve as single point of IBM contact for driving the growth of Application Services on IBM Cloud in the assigned market
Responsible for working with IBM Cloud team and IBM Services teams to develop strong GTM strategy
Collaborate with global IBM teams, as needed to align the NA growth plans
Work across multiple industry teams and drive customized GTM strategies
Develop and execute growth initiatives by closely working with Account Partners, Delivery Executives and other cross-brand teams
Build public references, case studies, etc.,
Contribute to seller enablement and evangelize IBM Cloud platform within IBM Services
Contribute to seller enablement and evangelize Application Services with IBM Cloud teams
Drive joint GTM campaigns, business development workshops, etc., to build and maintain sufficient pipeline on a 4 quarter rolling basis
Assist sales teams in analyzing client's business, goals, strategies, industry trends and directions - to recommend appropriate IBM Cloud solutions/offerings to meet client needs
Participate in developing pursuit strategy
Provide guidance and leadership for high level solution design
Effectively manage multiple client opportunities
Exhibit thought leadership in client conversations to develop long term relationships
Success is measured by the following business metrics:
4 quarter rolling pipeline for application services on IBM Cloud platform
Meet signing and revenue targets
# of external references and case studies
Penetration of IBM Cloud platform in IBM Services clients
Characteristics of a strong candidate include:
Prior experience in Sales and/or Business Development, specifically experience in managing 3rd party software/cloud platform alliances with leading vendors
Proficiency in selling application services on IBM Cloud
Effective communication and presentation skills
Self-directed and goal oriented
Creativity in resolving complex problems
Strong project management capabilities
Ability to navigate multiple business units in a matrix organization
Well organized & team player
Based closer to a major airport in the US and ability to travel as needed across NA
Required Technical and Professional Expertise
15+ years experience in Information Technology services across industries
5 years experience in managing alliances, sales and business development
3 years experience in IBM Cloud platform/products/services
Preferred Technical and Professional Expertise
About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.
Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.
It's time to define your career.
About IBMIBM'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 50 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.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
*Well-being programs to support mental and physical health.
*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
*Select educational reimbursement opportunities.
*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
*Giving and volunteer programs to benefit charitable organizations and local communities.
*Discounts on retail products, services, and experiences.
This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM 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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.