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IBM Multicloud Alliance BDE - AWS Focus in Bethesda, Maryland

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

As part of IBM’s Global Business Services organization, the Alliance Business Development Executive (BDE) is a sales executive role responsible for building and growing relationships with 3 rd party Cloud Platform Partners such as AWS.

Role & responsibilities include:

  • Serve as IBM’s single point of contact for the Multicloud Partner within the assigned territory

  • Responsible for working with Multicloud Partner teams and IBM teams to develop a strong collaboration roadmap in the territory

  • Conduct seller enablement to evangelize IBM service offerings within GBS community and also within Partner sales teams

  • Drive joint GTM campaigns, business development workshops, etc., to build and maintain pipeline on a 4 quarter rolling basis

  • Develop and execute growth initiatives by closely working with GBS Account Partners, Delivery Executives and other cross-brand teams

  • Assist sales teams in analyzing client’s business, goals, strategies, industry trends and directions – to recommend appropriate solutions/products to meet client needs

  • Participate in developing pursuit strategy and teaming approach with Partner account teams

  • Provide guidance and leadership for high level solution design as needed

  • Leverage available funding and investments to accelerate sales cycles

  • Collaborate with global teams, as needed to align the NA growth plans

  • Work across multiple industry teams across the assigned territory and drive customized GTM strategies as needed to build pipeline

  • Work with IBM and Partner teams to build public references, case studies, etc.,

  • Effectively manage multiple client relationships/opportunities simultaneously

  • Exhibit thought leadership in client conversations to develop long term opportunities

Success is measured by the following business metrics:

  • 4 Quarter rolling pipeline for AWS Services

  • Meet quarterly signing targets

  • Develop external case studies

  • Contribute to relationship growth

A typical candidate has:

  • Prior experience in Sales and/or Business Development, specifically experience in managing 3 rd party software/cloud platform alliances with leading vendors

  • Proven leadership capabilities and ability to navigate multiple business units in a matrix organization

  • Effective communication and presentation skills

  • Self-directed and goal oriented

  • Creativity in resolving complex problems

  • Strong project management capabilities

  • Well organized & Team Player

  • Lives closer to a major airport in the US and ability to travel as needed across NA

multicloud2020

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Required Technical and Professional Expertise

  • 15-20 years experience in Information Technology services across industries

  • 5 years experience in managing ISV alliances, sales and business development

  • 3 years experience in major public cloud platform/products/services

  • Prior experience in Sales and/or Business Development, specifically experience in managing 3 rd party software/ cloud platform alliances with leading vendors

Preferred Technical and Professional Expertise

  • None

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.

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.

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