IBM Associate Partner, Oracle Cloud Solutions in MONTREAL, Canada

Job Description

IBM Global Services is the largest business services and technology provider in the world and the fastest growing business division of IBM with more than 190,000 employees serving clients in over 160 countries. Global Business Services (GBS) is the professional services arm and encompasses management consulting and systems integration, enabling clients to succeed through executable strategies, and by delivering value through technology-enabled transformation.

IBM is continuing to scale up our capabilities to optimize support of GBS business globally and our Oracle service line team is growing rapidly. We wish to add senior talent to help drive our market growth and shape new solutions which deliver Oracle solution based transformation for our clients of this market in Quebec. We advise clients on strategy and implementation of innovative and complex transformational solutions that enables them to become efficient, and able to provide value added partnering support to the business.

An Associate Partner must be recognized as an expert in the marketplace with specific solution and industry knowledge. They must have extensive sales and significant delivery experience. The in-depth understanding of Oracle solutions must be supported by high visibility in the local marketplace such as presentations at conferences, events and publications.

The candidate should have demonstrated consistent, strong sales (through full sales cycle), engagement management, business operations, and mentoring or coaching skills and should be able to articulate complex problems where needed to affect changes for meeting market demands. Basic responsibilities of the Associate Partner candidate typically include performing the activities that support and manage the ongoing development of their practice area and leading the creation of new business opportunities with accountability for success through to the end of the engagement.

An Associate Partner assigned to this position is expected to have the proven experience and knowledge needed to lead in the creation and closure of new business opportunities, accountable for managing the financial success of that business. They must have demonstrated strong teaming and conflict management skills at the highest levels working across lines of business and in client situations. This requires that they can understand the most complex services engagements in their area of expertise with a demonstrated mastery of the appropriate methods and skills needed to drive future revenue. They are expected to contribute to and be held accountable for the attainment of business objectives in their area of practice; and to support the health and development of their area of practice through regular communication and participation in mentoring or coaching activities. They are expected to establish trusted long-term relationships with clients in their practice area through their ability to articulate industry leading solutions and by bringing the right resources to the client at the right time. They must develop strong and trusted relationships with other areas of IBM and team members to achieve quick responses to client demands.

This position requires the skills needed to win client trust and confidence leading to the acceptance of new proposals in a manner that supports and reinforces business objectives within their area of practice. They are expected to identify new business opportunities, lead the development of solutions supporting that opportunity, and to win that business for IBM.

This position is required to be client-facing, assigned to the development of new opportunities and services proposals along with client billable engagements. The understanding of the interaction of business requirements to underlying technological needs is mandatory and the candidate must be able to identify ‘starburst’ business opportunities.

When not participating in new business development or bid and proposal activity, the Associate Partner is expected to participate in ongoing billable client activities where follow-on efforts are visualized, participate in the resolution of critical situations, participate in related Sector, Solution Area, or Community activities, and monitor the health of the practice.

Accountable for the financial success and client satisfaction of engagements under their direction. Defines criteria for the scope, risk and profitability of engagements, as well as the viability of entering new marketplaces and geographies. Identifies, qualifies, assists, and manages the closing of new business. Develops lasting relationships based on mutual respect with clients’ decision makers. Significantly influences client satisfaction with IBM through knowledge of industry, ability to articulate solution value, and services delivery. Directs the development new solution offerings or methods to support the penetration of new markets. Is expected to generate new sales typically in the range of $5M to 10M US annually.

Global knowledge sharing, and management is key to IBM's success. Individuals will participate in, and/or be responsible for the creation, harvesting, protection and reuse of IBM's intellectual capital. They will participate actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchanges.

Required Technical and Professional Expertise

  • Solid experience in the Distribution Sector, including intimate knowledge of current industry trends and challenges

  • A relevant academic background, preferably with accreditation from a professional association

  • Expert knowledge of SAP applications, IT operations, ERP systems, and other related technologies

  • At least 10 years of progressive post-graduate business experience

  • 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 but ideally located in Toronto or Montreal

  • Bilingual French and English considered an asset.

Preferred Tech and Prof Experience

  • Strong industry knowledge and ability to leverage industry network;

  • Functional and/or technical knowledge of the many aspects of Oracle Cloud solutions;

  • Successful services sales track record and services delivery experience;

  • Proven track record in developing strong client relationships with a particular focus at the executive levels;

  • Proven track record in delivering successful projects, notably complex systems integration, and package implementations;

  • Exposure to and understanding of consulting services;

  • Strong communication skills including extensive experience dealing at the executive level;

  • Strong project management skills;

  • Demonstrated people management ability of senior staff;

  • Demonstrated project management and project governance ability;

  • Demonstrated business acumen including negotiation skills and contact/profit management;

  • Strong leadership skills and the ability to multitask within a fast paced and dynamic workplace.