Microsoft Practice & Strategic Partnerships Ldr. (f/m/x)

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Introduction

IBM Business Transformation Growth Platform in DACH is looking for a Microsoft Practice and Strategic Partnership Market Leader. IBM’s partnership with Microsoft is one of our most strategic business, and among our most strategic in terms of global reach and impact. In addition to taking ownership of building and running the practice with various programs in the IBM-MS business in EMEA, you will govern and manage with Microsoft together. This position reports directly to Microsoft Strategic Partnership Leader in EMEA and will be instrumental in propelling our IBM footprint in the MSFT business..

Your Role and Responsibilities

• Lead differentiated Microsoft service offerings during the sales cycle, including project scoping, technical requirements, proposal development, and presenting proposals to clients to market and sell services.
• Exhibit thought leadership in client conversations to develop long term opportunities
• Drive enablement across IBM in DACH on key initiatives being driven through the IBM-MS business.
• Working closely with Microsoft’s business leaders, Microsoft Account Executives, IBM account partners and Industry Leaders.
• Define and build a sustainable Microsoft practice with overall ambition, GTM strategy, roadmap and collaboration approach to accelerate business growth through Microsoft.
• Work closely with Microsoft Account Executives and IBM Lead Account Partners to jointly position and help co-sell solutions, products and services.
• Responsible for working with various Microsoft Partner and IBM teams to develop a strong collaboration roadmap in the territory.
• 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 offerings /solutions/products to meet client needs
• Participate in developing pursuit strategy and teaming approach with Partner account teams
• Leverage available funding and investments to accelerate sales cycles
• Collaborate with Global & EU teams, as needed to align the DACH 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.,
• Maintain Rhythm of business and drive alliance management/governance with regular updates including top-to-top, QBR, regional meetings
• Conduct Quarterly Business Reviews with Microsoft sales leaders/GMs.
• Help Build executive relationships with top Microsoft partner organization, sales and account executives in DACH region.
• Partner with the alliance management team and sales enablement to educate the Microsoft and IBM Account sales teams on joint offerings and value proposition.
• Engage with Microsoft to understand their Partner Programs and introduce new strategic programs to GBS SL to drive growth in services
  
  

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Required Technical and Professional Expertise

• 10-15 years’ or more of cross IT industry experience delivering Transformation and Cloud Programs.
• Minimum 10 years of significant consulting experience preferably at a top tier consulting firm.
• Minimum of 5 years Cloud migration / application transformation experience (not just infrastructure lift and shift migration) including Cloud migration to Public Clouds like Google, Azure, AWS etc. Should have:
• Defined Cloud strategy and Roadmap.
• Conducted apps assessment for Cloud migration readiness.
• Proven understanding of Cloud solution design and delivery for large complex organizations and complex deals.
• Depth of knowledge in at least one industry vertical
• Capable of understanding of customer pain points, requirements and correlating potential business to value that can be provided by technical resources and services.
• Should be familiar with defining at-least one Cloud Value and Business Case.
• Experience in EA methodologies.
• Breadth and depth of experience using public Cloud to create repeatable business services in Cloud by leveraging full Cloud potential services (IaaS, PaaS, SaaS, RDS, SDN, ML).
• Strong Understanding of Cloud based offerings, Migrations and Delivery Methods that provide end to end management of Cloud Services:
• Current market trends, risks and prevalent technologies used in the industry.
• Economics of Cloud solution.
• SaaS & PaaS Solutions (Oracle, SAP, Salesforce, Workday, etc.), Open Source solutions (Open Stack, Red Hat, etc.), Cloud Containers, Cloud Orchestration Solutions and Integration.
• DevOps and Cloud strategies for delivering business value.
• Differentiation between various vendors (Azure vs AWS, etc.) and use cases.
• Cloud impacts to existing IT operations (DR, Reporting, Compliance, Enterprise Security, SLA’s, etc.).
• Successful track record of achieving business growth.
• Certifications in Azure / Dynamics at least at foundation level
• 15-20+ years of experience in IT / Business transformation client consulting to Fortune 1000 firms, blending general business acumen with competencies in technology and functional strategies
• Demonstrated experience with large transformational change, spanning business goals, people, processes, applications, data, and infrastructure
• Exposure with multiple Cloud providers/platforms (IBM Cloud, Pivotal, AWS, Azure, Google Cloud Platform, Red Hat or VMWare), migration tools and Cloud methodologies
• Strong expertise in developing Cloud migration roadmaps and driving agreement across complex organization structures
• Experience with large Cloud transformation programs/projects, with the ability to lead and adapt existing approaches/methodologies based on emerging standard methodologies
  
  

Preferred Technical And Professional Expertise

• Strong CxO relationships and ability to build and maintain these
• Experience working in multiple industries
• As with any consulting position, readiness to travel up to 5 days a week (home on weekends, based on project requirements), limited international travel if/as clients require
• Experience with Microsoft Cloud and SaaS environments is preferred.
• Relationship driven with a strong executive presence and proven ability to build credibility with partner executives, industry leaders, and alliance teams, combined with an extensive network and a solid reputation for developing and driving successful partner relationships.
• Ability to develop and implement partner business plans that drive partner revenue goals globally.
• Market analysis skills and experience with principles of technology design and implementation to guide Cloud strategy development
• Strong problem-solving skills, the ability to overcome day-to-day issues in pursuit of the end goal
  
  

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 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.

Location Statement

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.