IBM Cloud Advisory Practice Lead in Sydney, Australia

IBM is the largest technology and consulting employer in the world, serving clients in 170 countries. In this new era of Cognitive Business, IBM is helping to reshape industries by bringing together our expertise in Cloud, Analytics, Security, Mobile, and the Internet of Things. We are changing how we create. How we collaborate. How we analyse. How we engage. IBM is a leader in this global transformation. IBM Global Business Services (GBS) is a team of business, strategy and technology consultants enabling enterprises to make smarter decisions and providing unparalleled client and consumer experiences in cognitive, data analytics, cloud technology and mobile app development. With global reach, outcome-focused methodologies and deep industry expertise, IBM GBS empowers clients to digitally reinvent their business and get the competitive edge. We outthink ordinary. Discover what you can do at IBM. We are hiring.For two years in a row, IBM has been named a leader in the IDC MarketScape on Cloud Professional Services. Businesses across the U.S. recently ranked IBM as the number one cloud computing provider. Clients around the world are using IBM cloud centers spread across every major market to help them adopt cloud for growth and innovation. IBM's value to clients includes IBM's business consulting division, which brings expertise in aligning technology strategies with business strategies to enable innovation, acceleration, and value realization through client solutions and services. IBM consultants have a global reach and are dedicated to working face-to-face with clients to address all of their industry and transformative needs as they reinvent themselves for the future. We are seeking individuals with a passion for transforming clients into a better future and that possess a blend of general business and technology strategy skills. In this role, the Associate Partner is responsible for identifying client strategic opportunities, understanding client needs and objectives, and formulating solutions that align to client strategic needs. This individual leads sales efforts from initiation, through deal progression, and signing. This individual may also work as the initial contact in a cross IBM brand opportunity, so they will need to build and manage relationships and have the ability to represent IBM's broad technology strategy capabilities. Responsibilities include the following:

  • Leading strategic consulting sales pursuits independently

  • Leading a sales team through deal progression and signing

  • Leading the development of Cloud Target Operating Model, Cloud Portfolio Assessments, Cloud Transformation Roadmaps and Center of Excellence portfolio offerings

  • Leading envisioning of future cloud trends, cloud technology solutions, and impact on business value realization

  • Adapting to new client situations quickly and building relationships with senior client management including CxO team

  • Anticipating client business and technology needs and objectives

  • Articulating and formulating solutions for proposals and statements of work that align to the client needs

  • Defining scope for client engagements and developing the basis for estimates

  • Building relationships with business leaders internally as well as externally

  • Leading external engagement of team through conferences and seminars

This position may require significant global travel.

  • At least 9 years of experience in designing and delivering technology transformation or Cloud projects

  • At least 8 years of experience in successfully leading consultative-based selling of technology transformation or Cloud projects

  • At least 8 years of experience building relationships with senior leaders (CxO)

  • At least 8 years of experience developing proposals and making sales presentations to client/stakeholders

  • At least 8 years of experience developing project plans

  • At least 8 years of experience in at least one of the following:

  • Developing Cloud, dynamic modeling, or cognitive solutions

  • Architecting IT system with applications, infrastructure, data

  • Defining business process models

  • At least 6 years of experience leading solutions in one or more of the following service areas: Cloud Enablement; Mergers & Acquisitions; Technology Innovation; Process Modeling.

  • At least 6 years of experience in a minimum of 2 major industry segments

Center of Competency (CoC)

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.