Ready to re-imagine the product management role? At IBM, as an Offering Manager, you are responsible for the full lifecycle of an offering: from validating need to determining the business model and defining the solution requirements. Going beyond the traditional focus of timetables and budgets, you use your keen insights into what customers want in their own business plan - and work across disciplines to build the best solutions to a problem. If being the CEO of your offering excites you, consider an offering management career at IBM.
Your Role and Responsibilities
This position will be responsible for creating, building, and maintaining a healthy ecosystem of partnerships for IBM Z and IBM i related services offerings. The initial focus will be on Independent Software Vendor (ISV) relationships for IBM Managed Extended Cloud IaaS Offerings for IBM Z and IBM i. The Ecosystem Leader will work within the Offering Management team and with our Global Sales Center of Competency (CoC) and IBM Vended Services (IMV) teams to identify and prioritize ISVs and the offering requirements on those ISVs in the areas of licensing, pricing, fees, billing, access and use rights and others. The Leader will then work with IMV to engage and negotiate a agreements with each ISV that satisfies these requirements and establishes a competitive advantage for our services offerings in the market. The Leader will devise, plan, and coordinate enablement sessions with their peers in each ISV to educate our sales, solution, and service delivery teams on the respective ISV agreement, the ISV's broader portfolio of offerings (for general awareness), and how to collaborate with those ISV focal points in their respective geography. The Leader will similarly coordinate the enablement of ISV sales teams on our respective IBM services offerings. The Leader will be a Global focal point for direct support of sales opportunities involving ISV content in cooperation with IBM Sales, CoC, Geo IMV, and Solution teams. The Leader will also be responsible ISV business development that defines broader areas of joint opportunity which may include joint marketing and sales programs which enable extending our services offering market reach, client awareness, client attractiveness, and deal progression. The Ecosystem Leader will create and maintain a management system with executive reporting which engages the stakeholder functions within the business and stakeholder leadership. Applicant is expected to travel up to 15% of the time.
Required Technical and Professional Expertise
Minimum 15 years of IT industry experience in these areas:
IBM Z software vendors and their software product portfolios
IBM Z software licensing, terms and conditions, access and use rights, etc. for enterprise customers
Negotiation, contracting, and procurement for Services Providers (outsourcing/hosting services, managed/cloud services) from Software Vendors
Partner Channel facing roles such as Ecosystem Manager, Partner Relationship Manager, Channel Business Development Leader, Channel Sales, etc.
Excellent English language (verbal and written) and executive communication skills
Strong leadership, interpersonal, negotiation, creativity and problem-solving skills
Experience in leading international teams
Preferred Technical and Professional Expertise
A minimum 10 years of experience creating, building and maintaining an ISV ecosystem for a Mainframe service provider (outsourcing/hosting services, managed/cloud services).
About Business UnitThis position currently sits within Global Technology Services (GTS) Infrastructure Services (IS) or a shared services function supporting GTS.
As announced in October 2020, IBM intends that its managed infrastructure services business of the GTS organization will become an independent company named Kyndryl by the end of 2021, creating two distinct and powerful market-leading companies.
Together, we will advance the vital systems that power the digital economy. Serving over 4,600 technology-intensive, highly regulated customers, including over 75% of the Fortune 100, our people will design, run, and manage the most modern and reliable technology infrastructure that the world depends on today.
We will work flexibly and in partnership with our customers to amplify business outcomes while always pushing ourselves to improve and meet all opportunities. Come join our team of diverse, devoted, and empathetic technology experts who are at the center of discovering what's next.
Please note: The final decision if this position will transition from IBM to Kyndryl is yet to be confirmed.
Your Life @ IBMWhat matters to you when you're looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
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.
We consider qualified applicants with criminal histories, consistent with applicable law.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
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.