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IntroductionReady to re-imagine the product management role? At IBM, as an Offering Manager, you are responsible for the full lifecycle of an offering: from validating need to determining the business model and defining the solution requirements. Going beyond the traditional focus of timetables and budgets, you use your keen insights into what customers want in their own business plan - and work across disciplines to build the best solutions to a problem. If being the CEO of your offering excites you, consider an offering management career at IBM.Your Role and ResponsibilitiesResponsible for translating IBM vision into a strategyresulting in new business and significant benefit across IBM developing andexecuting GTM strategies for growth. Makes decisions with significant long-termand 2021 impact on IBM Cloud Pak for Automation portfolio results, within the ISV& GSI space. Influences and negotiates with executive & WW BU leaders.Externally - builds relationships, influences, and negotiates with keyclients/CEOs. Accountable for business decisions and resultsRequired Technical and Professional ExpertiseExperience owning P&L and navigating IBM to deliver cohesive client solutions
Develop end to end lifecycle global strategy, tactics, sales enablement and management plan to deliver significant YoY increase in Cloud Pak for Auto portfolio adoption & revenue increase in 2021
Having a broad understanding of the offering pathways and required resources to deliver exceptional client value
Strong understanding of ecosystem pressure points and how to enable ecosystem for success for CP for Auto
Able to negotiate with the C-suite and drive success through ecosystem
Experience building deep and meaningful relationships with clients and partners and delivering consistent results
Proven innovator with experience leading the development and implementation of technical enablement of professionals, channel partners or other ecosystem partners on key IBM or cloud and data technologies
Track record of demonstrating the business value of Cloud and Data solutions to major clients or partners - and the ability to drive key solutions and offerings
End to end client/partner empathy and seller mindset including the ability to develop programs to gather information on client needs, validate proof points, pre-sales support, installation, and post-sales follow-up for strong customer satisfaction
Ability to lead cloud deployment efforts with key ecosystem partners and drive new cloud initiatives and drive to results including consumption on the IBM Cloud
Highly experienced in Cloud, Data, Journey to the Cloud conversations and deployments
Build and maintain a world-class Sales/Technical Sales Organization, i.e. an effective, well-governed and highly motivated technical sales team with low voluntary attrition
Deliver effective Trials, Proofs-of-Concept, Proofs-of-Technology, Demonstrations, and Client Workshops that close and deliver committed revenue
Design and support a vibrant business partner ecosystem that can sell & deploy and adopt IBM solutions
Responsible for activities to expand the conceptual results of research into specific applications such as a new product line, a new area of business for the organization, or the improvement of existing products
Preferred Technical and Professional ExpertisePeople Management: Minimum 10 years of experience building and successfully leading high performing global teams in Fortune 20 companies
Marketing & Sales Enablement: Minimum 10 years of management experience in global enterprise marketing & sales enablement roles across enterprise consulting & cloud based services in Fortune 20 companies
Enterprise Sales & Business Development: Minimum 10 years of successful experience in direct global enterprise technology sales & business development management roles in Fortune 20 companies
Lifecycle Product / Offer Management: Minimum 10 years of successful experience in technology product development, product management, portfolio planning, program management roles in Fortune 20 companies
Business & Competitive Strategy: Minimum 10 years of successful experience in business & competitive strategy with direct ownership of multi-billion dollar solutions, in Fortune 20 companies
Excellent communication skills (written and oral)
Demonstrate understanding of what it means to draw out customer needs and deliver practical outcomes addressing those needs
Create and promote a Sales/Technical Sales culture focused on Solution Selling that results in client success
Worldwide collaboration experience across all global markets
Must influence product deliveries by rest of integration team through negotiation and partnership with OM, sales, marketing and services directors through a matrix relationship
Ability to provide a impactful competitive analysis across relevant markets
About Business UnitIBM's Cloud and Cognitive software business is committed to bringing the power of IBM's Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments-with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.This job requires you to be fully COVID-19 vaccinated prior to your start date, where legally permissible. Proof of vaccination status will be required. If you are unable to be vaccinated due to medical, pregnancy or religious reasons, we offer accommodations in accordance with applicable law.Your Life @ IBMAre you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change - to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.It's time to define your career.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.Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.Well-being programs to support mental and physical health.Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).Select educational reimbursement opportunities.Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.Giving and volunteer programs to benefit charitable organizations and local communities.Discounts on retail products, services, and experiences.We consider qualified applicants with criminal histories, consistent with applicable law.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, 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.
Vacancy caducado!