AI Partner GTM Lead

IBM

IBM

Software Engineering, Data Science

California, USA · New Jersey, USA · Tokyo, Japan

Posted on May 28, 2026
Introduction

In IBM’s Technology Ecosystem organization, we bring together innovation, collaboration, and deep technical expertise to help partners build, scale, and bring impactful solutions to market. Working across industries, technologies, and geographies, you’ll collaborate with colleagues, clients, partners, and open communities to shape ecosystems that accelerate adoption of IBM technology and drive meaningful business and societal impact.

Success in the Technology Ecosystem organization is built on curiosity, collaboration, technical credibility, and a strong commitment to partner success. You’ll connect market insight, technical understanding, and relationship-building skills to help partners create differentiated solutions, grow their businesses, and extend the reach of IBM’s platforms. With world-class onboarding, continuous learning, and a supportive global culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about building ecosystems, advancing innovation, and making a difference.

Your role and responsibilities

IBM is seeking a deeply experienced AI Partner GTM Lead to collaborate with IBM’s highest priority technology partners to shape, support and collaboratively execute a joint go to market based on IBM technology embedded in Partner products.

This role requires a strong, hands-on understanding of current AI technology, especially agents and enterprise use cases of agents, combined with deep experience in business development, marketing, technology sales, partner activation, and/or joint solution go-to-market execution.

You will work with strategic AI technology partners to define compelling joint value propositions, identify high-priority enterprise use cases, shape partner-led offerings, and guide our partners to successfully bring those offerings to market. You will help partners move from strategic intent to measurable customer outcomes by aligning IBM and partner teams, enabling sales motions, supporting field engagement, coordinating marketing activities, and driving progress toward first wins and scaled wins.

The successful candidate will bring a strong combination of AI market knowledge, enterprise GTM experience, partner business development, and technology sales execution. This individual must be comfortable engaging with partner founders, executives, product leaders, sales leaders, marketing teams, and IBM stakeholders, and translating joint technical capabilities into clear market positioning, customer-facing narratives, sales plays, and business outcomes.

In this role, you will:

  • Shape joint GTM strategies with IBM’s most strategic AI technology partners, with a focus on partner-led offerings that embed, integrate with, or extend IBM technology.
  • Develop joint value propositions, customer use cases, sales plays, market narratives, launch plans, and partner activation plans.
  • Work closely with partner executives, product leaders, sales leaders, and marketing teams to align priorities and drive execution.
  • Collaborate across IBM product, engineering, ecosystem, partner sales, marketing, developer relations, and field teams to activate priority partnerships.
  • Translate AI technology trends, especially agentic AI, enterprise automation, data, models, orchestration, governance, and deployment patterns, into actionable GTM strategies.
  • Identify and prioritize high-value enterprise use cases for joint AI solutions, including industry-specific applications and agent-based workflows
  • Support sales and partner enablement through solution briefs, pitch materials, demos, customer proof points, competitive positioning, and executive-ready messaging.
  • Drive field activation by connecting partners with relevant IBM sales teams, customer opportunities, events, workshops, and market development motions.
  • Coordinate joint launches, announcements, events, webinars, thought leadership, case studies, partner showcases, and other amplification activities.
  • Track partner activation progress against measurable outcomes, including pipeline influence, customer proof points, first wins, scaled wins, and market impact.
  • Support the development of repeatable partner GTM playbooks, templates, and best practices.
  • Represent IBM in partner, customer, industry, and ecosystem forums requiring strong AI market knowledge and GTM credibility.

Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
  • Significant experience in partner go-to-market, technology sales, business development, strategic alliances, partner marketing, or ecosystem growth, preferably in enterprise software, cloud, data, AI, or automation
  • Strong understanding of current AI technology and market trends, including foundation models, generative AI, agentic AI, orchestration frameworks, enterprise knowledge systems, AI governance, and AI deployment patterns
  • Demonstrated ability to translate technical capabilities into compelling business value propositions, customer use cases, sales plays, and market-facing narratives
  • Experience building or supporting GTM plans for enterprise technology partnerships, joint solutions, integrations, or co-developed offerings
  • Strong ability to work with partner executives, founders, product leaders, sales teams, marketing teams, and technical stakeholders
  • Experience supporting customer-facing sales motions, field enablement, pipeline generation, partner activation, or joint customer pursuit
  • Strong written, verbal, and executive-level communication skills
  • Ability to operate independently, manage multiple strategic partner initiatives, and drive outcomes in a highly matrixed organization.

Preferred technical and professional experience
  • Experience working with AI platform companies, agent platform companies, data ecosystem partners, model providers, developer platforms, SaaS companies, or enterprise automation partners
  • Experience launching or scaling partner-led AI solutions, embedded technology partnerships, marketplace offerings, or joint enterprise software offerings
  • Familiarity with IBM AI technologies, including watsonx, watsonx Orchestrate, enterprise data platforms, automation technologies, or hybrid cloud deployment models
  • Experience developing GTM programs around AI agents, enterprise workflows, industry-specific AI applications, or AI-enabled automation
  • Familiarity with enterprise AI requirements related to trust, governance, security, compliance, interoperability, scalability, and deployment flexibility
  • Experience creating partner sales enablement, customer proof points, case studies, solution briefs, competitive positioning, or launch materials
  • Experience working at the intersection of AI technology, ecosystem partnerships, field execution, and go-to-market activation

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.


This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

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