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IBM IBM Cloud – Alliance Business Development Executive in Boston, Massachusetts

Introduction

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

  • 15-20 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

  • n/a

About Business Unit

IBM 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 @ 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.

IBM intends this job to be performed entirely outside of Colorado.

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, pregnancy, disability, 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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