This position focusses on development of GSIs to improve their focus on Power Systems, new Modernisation initiaives, expanding relationship with Industry and solution verticals such as RISE with SAP, Redhat Openship and so on.

Your role and responsibilities

In this position, you will play an important role in helping us shape the GSI (Global System Integrators) partner ecosystem for IBM Power. You will be responsible for engaging with key GSI partners that have solution/offerings focused on vertical industries such as Financial Services, Healthcare and Retail. Your role will include building business cases, articulating the value of the partnership and how we jointly execute & monetize. You will also enable our offering management, sales and marketing teams to engage effectively with these partners to build and deploy go-to-market programs.

The ideal candidate will possess a business, software and hardware background. He/she should also have a demonstrated ability to think strategically and analytically about business, the infrastructure ecosystem and industry trends to enable him/her to build strong relationships with target GSIs, identify ways to deliver high levels of client engagement and generate revenue for IBM Power and our GSI partners.

Key Responsibilities and Goals

Serve as a key member of the Business Development team to grow the GSI Ecosystem
Work closely with IBM Power leadership/offering management, sales and business partners to identify key GSI partners in line with the brand strategy and revenue and profit commitments
Develop strong collaborative relationships with target GSI partners to drive joint revenue
Build the business case for each partnership articulating the value of the partnership and what each party brings to the table
Drive teaming between IBM Power offering management, sales and market with GSI partner counterparts to deliver joint go-to-market program.
At least 5 years’ experience working with and through a highly matrixed and global organization
Ability to work effectively in external organizations
Strong negotiation skills
Understanding of the software and hardware markets
At least 5 years’ experience creating business cases and partnership value

Proficiency working with Offering / Product Management and Sales teams

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

At least 5 years’ experience working with and through a highly matrixed and global organization
Ability to work effectively in external organizations
Strong negotiation skills
Understanding of the software and hardware markets
At least 5 years’ experience creating business cases and partnership value
Proficiency working with Offering / Product Management and Sales teams

Preferred technical and professional experience

Existing network of GSIs
MBA highly desired
Industry experience in Financial Services, Retail and/or Healthcare

ABOUT BUSINESS UNIT

IBM 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.

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