IBM Associate Partner, Public Sector – Large Deal Focus in EDMONTON, Alberta
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In Canada, IBM Global Business Services’ (GBS) Public Sector Team delivers strategic consulting, applications and innovation services to government & healthcare clients. We are seeking an Associate Partner who will contribute significantly to the aggressive growth objectives of our Western Canadian team.
Reporting to the GBS Public Sector Partner for Western Canada, the Associate Partner will maintain an effective business relationship with the clients in the public sector market and influence the overall success of GBS offerings within the targeted markets. S/he will work to determine the client’s needs and translate these needs into opportunities for IBM. Primary interfaces within IBM will be the integrated Canadian public sector team (industry experts, solution owners, your GBS peers) and relevant client account teams (which has overall IBM account responsibility) and the GBS Global Centres of Competency resources.
The incumbent will contribute to the development and delivery of solutions to our clients. S/he will understand the challenges faced by the industry today and will be inspired by the opportunity to work in a team to help clients overcome these challenges.
This role will have specific responsibility for progressing a select number of large scale opportunities, involving building client relationships at all levels, working with IBM teams to develop strategies and plans, and leading the execution of plans to result in opportunity capture and delivery.
The Associate Partner will lead the creation of new business opportunities within the public sector industry in the targeted growth areas and will be accountable for success through to the end of client engagements. S/he must have extensive sales experience, a track-record of effective leadership all the way from sales to delivery of the solution. S/he must be recognized as an expert within this industry and possess deep domain expertise in one or more of public sector verticals. Experience in delivering public sector engagements as a senior leader is an asset.
The Associate Partner will be accountable for the financial success and client satisfaction of engagements under his/her direction. S/he will define criteria for the scope, risk and profitability of engagements, as well as the viability of new business opportunities. This individual will identify, qualify, assist, and manage the closing of new business. S/he will develop lasting relationships based on mutual respect with clients’ decision makers. S/he will direct the development of business and market cases for new solution offerings or methods to support the penetration of new markets and deliver campaigns and go to market strategies to convert these offerings into delivered growth.
The Associate Partner will contribute to and be held accountable for the attainment of business objectives in his/her area of the practice. S/he will also support the health and development of the practice through regular communication and participation in mentoring or coaching activities. S/he must develop strong and trusted relationships with other areas of IBM and with team members to achieve quick responses to client demands.
Note : Preferred location Edmonton, Regina or Winnipeg.
Required Technical and Professional Expertise
Solid experience in the government & healthcare industries, in particular complex services solutions
Experience selling and delivering project-based consulting services including application maintenance services and application development services
An understanding of industry leading practices and tools such as mobility solutions, cloud, automation and modernization opportunities, trends and challenges
Deep and current understanding of Canadian Public Sector delivery systems across the country
Relevant academic background
Preferred Tech and Prof Experience
• At least 8 years of progressive post-graduate business experience including demonstrated experience engaging with senior executive leaders in client settings
• Proven ability to communicate effectively at the executive level
• Demonstrated people management ability to lead and mentor staff of all levels
• Demonstrated business acumen including superior negotiation skills and contract/profit management
• Strong leadership skills and the ability to multi-task within a fast-paced and dynamic workplace
• Willing and able to travel as required. Travel will be focused within western Canada (BC to Manitoba)
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.
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