IBM Strategic Technology Partnership Leader - NVIDIA

Your role and responsibilities

Role Focus

Technical & Industry Expertise

• Leverages broad and deep technology and industry expertise to engage decision makers and key influencers with highly contextual insights and competitive perspective.

• Applies systems and architectural thinking to co-create and meet business intent and delivery of solutions.

• Lead the development of an overall technical strategy that is sound, doable, achievable and that resonate well with potential customers. Own and drive issue resolution across the partnership from technical to business to sales issues.

Account Planning & Stakeholder Management

• Drives end-to-end sale of product and services, engaging support, specialty and technical roles where relevant.

• Maintains up to date knowledge on technology and industry trends and articulates the value of IBM offerings and solutions versus competitors.

• Responsible to own and maintain partnership relationships and objectives while driving revenue growth.

Sales & Strategy Execution

• Leads teams through the entire sales lifecycle with strong sales skills and leadership discipline.

• Balances Partnership objectives including Customer Zero product collaborations.

• Leads contracting and sales execution as well as Partnership and collaboration agreements.

Role Specific Skills
Strategic innovation

• Provides direction to teams for the partner's innovation agenda, bringing in industry competitive perspective and recommending disruptive technologies and approaches to scale new value capture.

• Develops deep understanding of partner offerings as well as synergy opportunities to maximize joint 360 growth.

• Develops and gains senior executive support for new partnership initiatives in support of enhancing existing or new strategic partnership offerings across core technology areas, including AI, Public and Private Cloud, Security, and related infrastructure.

Go-To-Market leadership

• Drives the overall joint Go-To-Market for the strategic technology partnership while developing creative ways to expand the sales opportunities and market reach of joint solutions.

• Leads the cross functional teams to ensure market alignment and leadership of the joint offerings.

Solution co-creation

• Provides team direction for the co-creation of solutions with partner, applying broad technical skills, deep industry knowledge and "out of the box" thinking.

• Collaborates with IBM Engineering teams as well as Partner Product leaders to deliver prototypes that lead to transformative change for clients.

• Drives the development of investment cases, market value propositions, and key talking points to ensure market adoption and success.

Managing for growth

• Manages the executive alignment and interactions between partner and IBM, as well as managing internal IBM executive alignment to ensure partnership success. Manage and coordinate executive meetings and reviews all the way to CEO level.

• Coaches account team to achieve account objectives, balances tactical pipeline with multi-year strategic objectives.

• Manage cross team investments to meet overall account objectives and growth targets.

• Develops clear understanding of partner's business, organization, culture and compelling reasons to act.

Impactful relationships

• Creates and maintains enduring and trusted relationships at all levels within the Partner's business (including CXOs, Sales Leadership, Product Management, Architects, Developers), establishing IBM as an essential partner.

• Brings the full power of IBM to the partner as a technology and services provider, connecting a broad network of technical experts, serving as the single point of accountability for IBM sales, delivery and partnership quality, playing a central role in resolving any critical situations.

• Acts as mentor to both IBM and partner's product and partnership teams.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

This is a senior leader role and with this, multiple years of solid partnership experience in Software, AI, Cloud Infrastructure related environments, with proven track record of developing new strategic partnerships with growth potential beyond $1B/year.

Comprehensive knowledge of AI, ML, Data Science, and associated systems, AI models, and AI infrastructure.

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

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualifiedapplicants will receive consideration for employment without regard to race,color, religion, sex, gender, gender identity or expression, sexualorientation, national origin, caste, genetics, pregnancy, disability,neurodivergence, age, veteran status, or other characteristics. IBM is alsocommitted to compliance with all fair employment practices regardingcitizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

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.