EMEA Alliance Manager

Job Description

IntroductionAt IBM, work is more than a job ? it?s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you?ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world?s most challenging problems? If so, lets talk.Your Role and ResponsibilitiesThis is an established EMEA role within IBM Security Services reporting to the Director for Security Services for EMEA The aim is to drive security services with third party security technology vendors (Alliances). The role takes the global list of established technology alliances, with global agreements, and identifies the technology alliances relevant for EMEA and then for each market within EMEA. The role requires you to build relationships with the alliance at all levels, coach them on how to engage with IBM security services The person needs to promote to the markets which alliances to engage with, when and why. It requires regular sales and technical enablement to the different IBM teams on the alliance technology and IBM security offerings around vendor tech. Building and managing business plans with selected strategic alliances. You must be able to communicate at all levels within the alliance organisation and IBM to promote the benefits of joint engagement. I good understanding of Routes to Market and how to sell the benefits of working collaboratively is key to being successful in this role.The candidate must:establish relationships at all levels within the alliance: executive, sales, technical, commercial, marketing and be able to explain the IBM security services offering, how we go to market and coach on how to engage with IBM security.Establish relationships with each IBM Security market unit leaders, sales, Consulting & Delivery and technical teams to promote which alliance to engage with and whyRegular reviews with security execs, associate partners, Consulting Leaders, offering management, solutioners, MSS, procurement, on the alliancesBuild business plans with strategic alliances, manage/track ongoing progress.Engage on sales opportunities where an alliance is involved and lead the activity with the allianceIdentify and lead cross functional teams on business development initiatives to drive additional business with the alliancesManage the pipeline where security services are involved with the alliance technology and report this each quarter.Identify emerging technologies and adapt prioritisation according to market demandsOwn opportunity identification, Pipeline build, Signing/orderbook, revenue KPIs for the alliance RouteToMarket driven Security Services in EMEAIn addition to strong leadership qualities, the Alliance Manager should also have the following distinguishing attributes:NetworkingInitiativeAdaptabilityOrganizationPersistenceCreativity and out-side-of-the-box thinkingProblem solvingBusiness acumenSelf motivatedExcellent communicator at all levelssales skillsSecurity domain/subject matter skillsConsulting skillsRequired Technical and Professional ExpertisePassion for and knowledge of Security marketplace and IBM Security services offerings and an eye for where security market is headed for in the futureHigh School Diploma/GEDExecutive presence: AcquiredBusiness acumen through personal experience: AcquiredStrategic thinking / visionary : AcquiredEnglish: Fluent + another European language preferredPreferred Technical and Professional Expertise.

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