UKI Associate Partner – (IBM Security Services)
Your Role and Responsibilities
IBM Security Associate Partners [AP] are the real leaders in our business, they operate at the complex end of the security challenges facing our FTSE 500 clients. The diversity of the role is unique in the market. The breadth and depth of IBM's skills, solutions and credibility in the security space demands AP's that are at the pinnacle of their security expertise, leadership capability and passion for solving real world security problems at scale.
IBM are looking for AP candidates that have at least 15 years experience in working and consulting directly with end clients at an executive level in the security space. They have demonstrable experience of leading teams to deliver complex multi-million pound solutions that have encompassed people, process and technology elements, which deliver tangible outcomes. Individuals that can demonstrate how they are seen as trusted advisors and subject matter experts in their chosen fields. That have the ability to develop new business, influence the clients thinking while leading and owning excellent client delivery.
Ideal candidates will have a strong combination of a management consulting background, a passion for how technology can address security challenges at scale and ideally experience of operating in a senior security role or leading security transformation programmes.
Above all I am looking for senior security talent who want to join a very successful team that is growing very fast, that are aligned around a strategy to remain the leading global security provider market.
Job role specification:
An Associate Partner assigned to this position is expected to have the experience and knowledge needed to ensure the development of new business and/or successful delivery of IBM security capabilities from across the solutions portfolio (services and technology) to external clients, leading to high client satisfaction. This requires the capability to develop and close new business opportunities and/or oversee delivery of the larger and more complex engagements. They are expected to establish long-term trusted relationships with clients through engagement and advisory activities in order to influence change within specific clients. They should also develop strong working relationships internally within IBM to ensure cross lines of business leverage and support of the full IBM Security portfolio. They are expected to contribute to the growth of intellectual capital within their area and to support the development of other consultants through participation in mentoring activities.
Operating in our Client Environment:
Has consistently demonstrated strong client engagement at senior levels, ideally CISO / Line of Business executive and above. Has an in-depth understanding of the chosen marketplace and/or area of security specialism. Demonstrates the required gravitas and confidence to establish trusted client relationships. Drafts clearly understood materials in support of new/current engagements as well as with other bid and proposal activity for their area.
Skilled in Communication and Negotiation:
Clearly articulates complex problems at all level with the client. Is able to use high quality communication techniques to simplify the complex. Has consistently built business development and/or engagement teams, utilising appropriate resources, setting business and delivery priorities, and meeting objectives as defined by their business commitments. Plans, conducts, advises on complex negotiations as part of contract signature and leads delivery reaching lasting agreements and commitments. Presents proposals and client deliverables with confidence. Participates in industry conferences or within one or more knowledge networks, presenting and participating in communities of practice.
Proven Consulting Led ability:
Uses good management consulting practice, experiences and engagements, to develop creative hypotheses, points of view and formulate conclusions to address clients security related business issues. Analyses marketplace trends and economics to develop/influence future strategies for client organisations. Has a deep understanding of how to engage clients in a consulting transformation with "security as a business enabler" as a focus priority.
Strength in Leadership:
Facilitates and makes decisions regarding contract delivery within their area; including conflict resolution, development of resolutions and owning financial viability. Participates in the development of solution offerings, practice areas. Creates market focused business development campaigns that identify new opportunities and supports sales growth objectives. Qualifies and assists with the closing of profitable business opportunities. Recognised as an expert in their marketplace. Recognised outside IBM as having Solution or Sector knowledge. Identifies, develops, and understands how to create market demand and transition from effective sales to efficient and profitable delivery.
Personal Impact on our Business:
Accountable for the financial success of engagements directly managed, and responsible for the success of other mentored engagements. Measured on an appropriate combination of Signings, Revenue and utilisation. Defines the scope, risk and profitability of engagements as expected by their area, as well as the viability of entering new marketplaces and forming partnerships. Develops lasting relationships based on mutual respect with client's decision makers. Significantly influences client satisfaction with IBM through superior focus on delivery and benefits realisation. Develops new solution offerings/methodologies to support the penetration of new markets/expansion of existing markets.
Required Professional and Technical Expertise
Required Bachelor's Degree
Additional information Expected to identify new business opportunities and provide strong assistance in the winning of that business. Must be familiar with handling the contractual/commercial requirements and be capable of drafting high quality artifacts, presentations, responses to Requests for Information, responses to Requests for Proposal and IBM statements of work. This position is client-facing, assigned to client billable engagements and/or new business development where required. Individuals will participate in, and/or be responsible for the creation, harvesting, protection and reuse of IBM's capital.
Preferred Professional and Technical Expertise
Financial Services knowledge / experience
Experience in working with security consulting teams
Experience in management consulting
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