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Associate Partner - Business Sales & Delivery executive

Job Title: Associate Partner - Business Sales & Delivery executive
Contract Type: Permanent
Location: Sydney
Industry:
Reference: 314674BR
Contact Name: Rivelino D'Souza
Contact Email: rivelino@au1.ibm.com
Job Published: May 19, 2020 19:35

Job Description

Introduction
Business Development – Build-on/Move-to Cloud

You will join our ANZ Build-on/Move-to Cloud team within IBM’s Cloud Application Services unit. This is a key growing business area for IBM, providing advisory and execution in cloud transformation to our clients, setting out the roadmap for moving to cloud and helping them to define the target operating model, enabling their digital transformation to become agile, innovative and leader in go to market and customer engagement.

IBM is a market leader in cloud solutions and we are seeing significant growth in this area as a result of ongoing consolidation, divestiture and cost pressure within all industry sectors. We are committed to retaining our place as the leading supplier of hybrid and multi-cloud solutions, which we deliver to major clients in all major industry sectors in the UK and across Europe.

We’re responsible for defining and implementing application roadmaps, migration, modernisation and operating models for cloud – for some of the biggest and most complex integration programmes in the marketplace. You will perform an advisory role working on challenging propositions and for demanding customers. You will need a passion for delivery excellence. On a day-to-day basis, you will shape, solution and sell strategies for complex cloud modernisation programmes, from early client conversations to closing deals and helping mobilise effective delivery teams. You’ll oversee the quality of our biggest programmes and services, liaise with clients and provide expert consulting services.

Your Role and Responsibilities

  • The Associate Partner is responsible for identifying client strategic opportunities, understanding client needs and objectives, and formulating solutions that align to client strategic needs.
  • This individual leads sales efforts from initiation, through deal progression, and signing.
  • This individual may also work as the initial contact in a cross IBM brand opportunity, so they will need to build and manage relationships and have the ability to represent IBM's broad technology strategy capabilities.


Responsibilities:

  • Become a trusted advisor, with business development responsibilities, to our clients and help them connect their cloud and digital strategies to their business needs
  • Understand our client’s strategic needs, short and long-term business objectives and then articulate and formulate proposals and statements of work which are aligned
  • Participate in envisioning future industry trends and strategic technology domain solutions
  • Build and maintain relationships with and advise various levels of stakeholders, up to and including C-Level
  • Assist in defining the Cloud Advisory portfolio of offerings and continually seek opportunities to develop business
  • Establish client value propositions that tie key strategic, financial, and operational metrics directly to near and long-term business improvement.
  • Contribute to external eminence of IBM and the Cloud Advisory Practice through conferences and seminars
  • Drive professional development of junior level IBM Cloud Advisory team members
  • Leading strategic consulting sales pursuits independently


Required Technical and Professional Expertise

  • At least 9 years of experience in designing and delivering technology transformation or Cloud projects
  • At least 8 years of experience in successfully leading consultative-based selling of technology transformation or Cloud projects
  • At least 8 years of experience building relationships with senior leaders (CxO)
  • At least 8 years of experience developing proposals and making sales presentations to client/stakeholders
  • At least 8 years of experience developing project plans
  • At least 8 years of experience in at least one of the following:
  • Developing Cloud, dynamic modeling, or cognitive solutions
  • Architecting IT system with applications, infrastructure, data
  • Defining business process models
  • At least 6 years of experience in a minimum of 2 major industry segments


Preferred Technical and Professional Expertise

  • At least 10 years of experience in designing and delivering technology transformation projects
  • At least 10 years of experience in successfully leading consultative-based selling of technology transformation projects
  • At least 10 years of experience building relationships with senior leaders (CxO)
  • At least 10 years of experience developing proposals and making sales presentations to client/stakeholders
  • At least 10 years of experience defining project plans
  • At least 10 years of experience in one or more of the following:
  • Developing Cloud, dynamic modeling, or cognitive solutions
  • Architecting IT systems with applications, infrastructure, data
  • Designing business process models

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