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  • West Main Street
    Charlottesville, VA

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Multicloud Alliance Business Development Exec - Application Services

IBM • Charlottesville, VA

Posted 1 month ago

Job Snapshot

Full-Time
Other Great Industries
Other

Job Description

Job Description
Cloud Application Innovation (CAI) is part of IBM’s Global Business Services organization, focused in helping clients modernize their IT environments through industry leading Application Management Services. The Alliance Business Development Executive (BDE) is a sales executive role responsible for building and growing relationships with 3rd party Cloud Platform providers.

Role & responsibilities include:
  • Serve as the single point of IBM contact in North America (NA) for Open Source Cloud Technology Platforms
  • Responsible for working with Open Source Cloud Technology Platform companies and IBM executive teams to develop a strong relationship roadmap for NA
  • Collaborate with global teams, as needed to align the NA growth plans with IBM’s overall growth plans for Open Source Cloud Technology Platforms
  • Work across multiple industry teams across NA and drive customized GTM strategies as needed to build pipeline
  • Develop and execute growth initiatives by closely working with Account Partners, Delivery Executives and other cross-brand teams
  • Responsible for progressing partnership level with Open Source Cloud Technology Platform companies
  • Build public references, case studies, etc., for Open Source Cloud Technology Platforms
  • Contribute to developing offerings and seller enablement materials to evangelize the Open Source Cloud Technology Platforms within CAI sales community
  • Drive joint Go To Market (GTM) campaigns, business development workshops, etc., to build and maintain required pipeline on a 4 quarter rolling basis
  • Drive certification and competency development in collaboration with Open Source Cloud Technology Platform team to build required talent
  • Assist sales teams in analyzing client’s business, goals, strategies, industry trends and directions – to recommend appropriate Open Source Cloud Technology Platform solutions/products to meet client needs
  • Participate in developing pursuit strategy and teaming approach with Open Source Cloud Technology Platforms
  • Provide guidance and leadership for high level solution design
  • Collaborate with Open Source Cloud Technology Platform teams in developing pricing strategies
  • Effectively manage multiple client opportunities
  • Exhibit thought leadership in client conversations to develop long term opportunities
Success is measured by the following business metrics:
  • 4 Quarter rolling pipeline for Open Source Cloud Technology Platform services
  • Meet quarterly signing targets
  • Advancement of partnership status with Open Source Cloud Technology Platform companies
  • Meet year to year growth targets

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(2252)
camsadmi2018
GBSGTM

Required Technical and Professional Expertise

  • 10 years experience in Information Technology services across industries
  • 3 years experience in managing alliances, sales and business development
  • 1 years experience in Open Source Cloud Technology platform/products/services


Preferred Tech and Prof Experience

  • 15-20 years experience in Information Technology services across industries
  • 5 years experience in managing alliances, sales and business development
  • 3 years experience in Open Source Cloud Technology platform/products/services


EO Statement
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.

Job ID: 217139BR
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