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Introduction
At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.
Your role and responsibilities
The Expert Labs Leader is accountable for the end-to-end performance of the Expert Labs business, with full P&L ownership across revenue, margin, and growth.
This role leads and integrates Sales and Delivery organizations to ensure Expert Labs operates as a single, outcome-driven business, accelerating software adoption, driving services attachment, and delivering measurable client outcomes.
The leader is responsible for shaping strategy, driving execution, and building a high-performing, scalable Expert Labs organization aligned with platform priorities (Data, Automation, AI, TPS, IBM Infrastructure).
Key Responsibilities
1. Full P&L Ownership
- Own revenue, signings, gross profit, utilization, and margin for Expert Labs
- Drive sustainable, profitable growth across enterprise, strategic, and select segments
- Balance investment decisions across:
- sellers
- solution architects
- delivery capacity
- Ensure financial discipline while enabling growth and scale
2. Sales Leadership & Go-to-Market Execution
- Lead the Expert Labs Sales organization, accountable for:
- pipeline creation
- deal conversion
- services attachment to software sales
- Align Expert Labs GTM with platform sales plays (Data, Automation, zTPS, Infrastructure)
- Drive early engagement in strategic deals to shape scope, architecture, and outcomes
- Partner closely with Brands, Market, and Ecosystem leaders to maximize impact
3. Delivery Leadership & Execution Excellence
- Lead the Expert Labs Delivery organization, accountable for:
- quality
- utilization
- delivery consistency
- client satisfaction
- Ensure delivery capability aligns with sales demand and growth plans
- Drive standardized delivery models, repeatable offerings, and outcome-based services
- Establish strong governance, quality assurance, and escalation mechanisms
4. Integrated Sales & Delivery Operating Model
- Create a single operating rhythm across Sales and Delivery
- Eliminate handoff friction between pre-sales, sales, and execution
- Align incentives, KPIs, and priorities to shared business outcomes
- Ensure accountability for end-to-end client success
5. Strategy, Portfolio & Offering Management
- Translate WW strategy into a market-relevant execution plan
- Define and evolve Expert Labs service portfolio:
- solution workshops
- accelerators
- implementation and Day-2 services
- Focus on repeatability, scalability, and value realization
- Prioritize investments based on platform growth and market demand
6. Ecosystem & Partner Enablement
- Build and scale co-delivery and co-sell models with ecosystem partners
- Ensure Expert Labs is embedded in:
- partner-led deals
- strategic programs
- lighthouse accounts
- Drive partner enablement and delivery assurance to scale capacity responsibly
7. Talent, Culture & Organizational Leadership
- Build a high-performance, inclusive culture across Sales and Delivery
- Develop leadership bench strength and succession plans
- Invest in skills for:
- AI, Data, Automation and Critical IBM HW skills
- solution architecture
- consultative selling
- Drive engagement, retention, and continuous learning
8. Executive & Client Engagement
- Act as the executive face of Expert Labs for key clients
- Engage C-suite stakeholders to position Expert Labs as a trusted advisor
- Support strategic accounts, escalations, and transformation programs
- Represent Expert Labs in market, Geo and WW leadership forums
Required education
Master's Degree
Preferred education
Master's Degree
Required technical and professional expertise
Experience
- Senior leadership experience in technology services, consulting, or professional services
- Proven P&L ownership experience
- Track record of leading both Sales and Delivery organizations
- Experience operating in complex, matrixed, multi-stakeholder environments
- Strong understanding of Data, AI, Automation, and platform-based solutions
Leadership & Skills
- Strong commercial acumen with disciplined execution mindset
- Ability to align strategy with operational reality
- Proven people leader with strong coaching and change-leadership skills
- Executive-level communication and stakeholder management
- Comfort operating at both strategic and hands-on execution levels
Preferred technical and professional experience
• Deep Technical Acumen: Experience with technology solutions implementation and optimization, including design, development, integration, migration, and product support, with the ability to drive business value for clients.
• Advanced Problem-Solving: Exposure to issue-based and hypothesis-based methodologies, with the ability to develop tailored solutions that meet client needs and drive business growth.
• Industry Thought Leadership: Deep expertise in industry-leading practices, with the ability to share expertise and guidance to empower clients to make informed decisions.