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Introduction

IBM has established a hybrid cloud that accelerates our customers' business transformation via IBM Cloud, IBM Consulting Services, and IBM Ecosystem capabilities. We are building a dynamic Global Systems Integrator (GSI) Partner ecosystem to accelerate digital transformation value for our customers. These ecosystem partners provide a diverse set of services to enable clients to adopt, utilize, and gain differentiated value from IBM Cloud technologies. These services include Cloud Migration, Digital & Business Transformation, Managed Services ranging from entire IT portfolios to point-solutions, Technology Implementation, Consulting and a wide variety of supporting Cloud Services. Partnerships leveraging Systems Integrators is a multi-billion-dollar ecosystem opportunity.

Your Role and Responsibilities

The IBM Cloud GSI Growth Subject Matter Expert (SME) role is a dynamic position bridging IBM Cloud Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) technologies with our Global Service Provider's professional services and capabilities. In this role you will be responsive to the growing Cloud market landscape and Ecosystem needs, focused on delivering value to our GSI partners & their clients. Your will do this ensuring that our GSI partner teams are enabled, positioned, and building effective proposal and practices to leverage all IBM Cloud technologies.

You will work closely with several GSI partners and the entire IBM Cloud organization (product management, sales, engineering) and the IBM Ecosystem organization to support, maintain and operationally improve the IBM cloud infrastructure opportunities for our India-based GSI partners. You will focus on the following key responsibilities to accelerate growth:

• support and collaboration for building new GSI practices using IBM Cloud offerings

• provide face to face IBM Cloud enablement with GSI architects, practice leaders, and technical sales practitioners, and

• provide on-site presence as needed for pre-sales, RFP/RFI, and deal collaboration activities

You will support partner deal engagements to ensure we bring the best of IBM and our partnerships to achieve our customer's transformational journeys. Further, you will collaboratively monitor partnership progress to ensure expected outcomes are achieved - 1) Pipeline growth 2) Signings growth 3) Revenue growth

Qualifications

We are seeking an experienced product manager with background in cloud technology, fintech or other ecosystem service development experience. You will:

• Possess a keen eye for key competitive differentiation and an overall understanding of IBM Cloud ecosystem strategy to increase revenue to IBM.

• Collaboratively work with cloud ecosystem, marketing, product engineering, customer success and sales to proactively ensure that our offerings, engagement approach, and delivery position us to win in the market.

• Own the IBM Cloud collaboration partnerships for assigned India GSIs including ability to map local and IBM stakeholders, collaborate to establish GSI practices on IBM Cloud and define vision for partnership evolution

• Set quantitative business/technical metrics and success criteria for product requirements and track execution against, set roadmap progress towards achieving these.

• Develop deep and trusted relationships with key customers, partners, engineering leads and other key stakeholders.

• Think strategically: know what it takes to gain a competitive advantage; operate both strategically and tactically in a dynamic environment; align the right resources to the task at hand and foresee and plans around obstacles.

• Make smart decisions: analyze and synthesize broad, cross-business or cross-discipline information that leads to breakthroughs or significant insight.

• Drive results: attack everything with drive and energy with an eye on both the bottom line and partner success.

• Collaborate with internal stakeholders to prioritize requirements across services and operations.

• Drive requirements inclusion in roadmap and progression to delivery, oversee supporting business plan execution to expand upon the framework.

• Prioritize and negotiate requirements across stakeholder groups, making trade-offs between competing priorities and schedule.

Key outcome measures for this role are:

• Primarily achieve growth in the following key financial measure: 1) Pipeline growth 2) Signings growth 3) Revenue growth

• Achieve milestones and targets for mutual partnership outcomes

• Grow partner satisfaction with BM Cloud Ecosystem.

Skills and Experience

• Demonstrated ability to collaborate, overcome obstacles and get results.

• Demonstrated ability to drive positive partner and customer outcomes

• Understanding of IBM Cloud offerings, IBM Ecosystem Partner Plus program and the GSI business models.

• Experience working for or with Global System Integrators, with a preference for Cloud practice-area experience.

• Track record of excellent communications and cross-team collaboration.

• Demonstrated experience with product management disciplines including GTM strategy, roadmap development, requirement evaluation, complex partner-program development or management, business case development, and working with marketing and sales.

• Excellent written and oral communication skills, including experience in high-level business discussions and low-level technical discussions.

• Expertise in leading and collaborating across teams and across companies.

• 5+ years' experience in Product Management or equivalent practical experience building or deploying products in a Cloud or GSI technology organization.

• 3+ years' experience working in the Cloud or IT industry.

• Track record of high-quality, self-directed, timely execution, and attention to detail.

Required Technical and Professional Expertise

• 5+ years of experience in Ecosystem partnerships or direct experience working for a Global System Integrator

• 3+ years of experience in Cloud technologies

• Experience in leading Tech Sales, Sales

• Strong engagement in the design community and industry best practices and innovations

• Excellent presentation and communication skills in English - Candid, honest and above all thoughtful and kind

• Proven ability to ensure work delivers on strategic and business goals

• Ability to work from the IBM office and at the Global System Integrator offices face to face at least 3 days per week.

Preferred Technical and Professional Expertise

• 10+ years of experience in product management

• Technical experience in cloud platforms or enterprise software experience

• Infectious curiosity - always looking for opportunities to learn new things

• Self-motivation,

About Business UnitIBM Systems helps IT leaders think differently about their infrastructure. IBM servers and storage are no longer inanimate - they can understand, reason, and learn so our clients can innovate while avoiding IT issues. Our systems power the world's most important industries and our clients are the architects of the future. Join us to help build our leading-edge technology portfolio designed for cognitive business and optimized for cloud computing.

This job requires you to be fully COVID-19 vaccinated prior to your start date and proof of vaccination status will be required before your start date. During the Onboarding process you will be asked to confirm your vaccination status, in case you are unable to get vaccinated for any reason, you can let us know at that stage. Please let us know if you are unable to be vaccinated due to medical or religious reasons. IBM will consider such requests on a case by case basis subject to submission of required proof by the candidate before a stipulated date.

Your Life @ IBMIn 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.

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About IBMIBM'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.

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For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBMIBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.