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IBM Pillar Lead – Application Management and Integration in MUMBAI, India


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

Pillar Lead Executives are responsible for working with clients to create thought leadership for the solution portfolio managed .The pillar leader need to attain expertise around industry domain and How his portfolio can meet some of the strategic imperatives of these Industries, Demonstrate an aptitude to be seen as an expert for the AMI Portfolio (App Modernization, Management and Integration) , he should be proficient at working with line of business owners to quantify the value of the solution to the client, and be able to collaborate with the broader IBM team as well as with IBM business partners. This is an ISA responsibility and requires the person to have a passion for serving clients, for creating complex solutions and amazing client experiences.

  1. Revenue : Responsible for Sales Budgets with respect to each region to ensure balanced performance of individual portfolio sellers (Making every seller effective) in Cloud Integration BU.

  2. Channel Strategy : To help grow existing capacity by Identify New and ensuring present capacity is utilized in order to retain BP's focus on our Core Products. Facilitating their periodic Training & Enablement, Also porting their solution on IBM Stack while putting a GTM Strategyin place along with the BP’s.

  3. Develop Industry Use Cases & Sales Play : Building industry wise use cases and Sales Plays and ensure their execution in collaboration with the HCI BU Portfolio Sellers, BP's and take guidance from AP and WW based on global success rates.

  4. Sales Excellence & Coaching : Expand customer base by enabling S&D sales representatives, HCI BU - Commercial & Enterprise Sellers Key sales plays. Create and build a velocity business. This should be closed looped execution with sellers and BP's together. Responsible for Qualifying new opportunities.

  5. Demand Generation : Planning key demand generation activities in the region along with marketing team and design Marketing program to increase the share voice for the AMI portfolio through events and social Media campaign .

  6. Though Leadership : Engage with selected C-Suite Executives of Enterprise & Commercial organizations to share best practices around the AMI portfolio and build Unique repeatable Use Case for each Industry.

  7. Client Success : Ensure higher client satisfaction and 100% deployment rate.

  8. Client References : Work with Sales and Channel team to have client references recorded in IBM Reference Database and work with PR and Marketing team to Create Marketing Story , Press Release and Social Media Awareness

Required Technical and Professional Expertise

  • 10 years of experience selling infrastructure software or applications software.

  • Minimum 7+ years of experience in selling integration, Middleware and DevOps platform.

  • Working experience of Redhat OpenShift / Kubernetes based micro-services environment as well as exposure to other open source tools required to setup an Container Platform.

  • Experience working with and managing partners in complex implementation projects, including global system integrators and packaged software vendors.

  • Ability to work with sales engineers and customer’s technical leads to understand existing software estate Identify Business pain and build business cases for proposed solution.

  • Experience with Complex Solution selling and commercial and legal negotiations skills working with procurement, legal, and business teams.

  • Ability to leverage C-level relationships with executives.

Preferred Technical and Professional Expertise

  • None

About Business Unit

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM

What 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 IBM

IBM’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 Statement

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

Being You @ IBM

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, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.