Microsoft Azure Strategic Partnership Executive - US Federal

Introduction As a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business deve...

Introduction

As a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM's top technologies. If you're ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.

Your Role and Responsibilities

As part of IBM's Global Business Services organization, the Strategic Partnership Executive (SPE) is a alliance leader role responsible for building and growing relationships with Azure partner and account teams.

Role & Responsibilities include:

* Serve as IBM's single point of contact for Azure teams within the Federal space
* Responsible for working with Azure and IBM teams to develop a strong collaboration roadmap in the territory
* Conduct seller enablement to evangelize Azure platform offerings within the GBS community. And work with counterparts in Azure to evangelize GBS offerings among their sales/partner teams
* Drive joint GTM campaigns, business development workshops, etc., to build and maintain strong pipeline on a 4 quarter rolling basis
* Develop and execute growth initiatives by closely working with GBS Account Partners, Delivery Executives, and other cross-brand teams
* Assist sales teams in analyzing client's business, goals, strategies, industry trends, and directions - to recommend appropriate solutions/products to meet client needs
* Participate in developing pursuit strategy and teaming approach with Partner account teams
* Provide guidance and leadership for high-level solution design as needed
* Leverage available funding and investments to accelerate sales cycles
* Collaborate with global teams, as needed to align the Americas growth plans
* Work across multiple industry teams across the assigned territory and drive customized GTM strategies as needed to build pipeline
* Work with IBM and Partner teams to build public references, case studies, etc.,
* Effectively manage multiple client relationships/opportunities simultaneously
* Exhibit thought leadership in client/partner conversations to develop long term and strategic opportunities

Success is measured by the following business metrics:

* 4 Quarter rolling pipeline for Azure Services
* Meet quarterly signing targets
* Develop external case studies
* Contribute to relationship growth

A typical candidate has:

* Prior experience in Sales and/or Business Development with specific experience in managing Azure software/cloud platform alliances with leading vendors
* Proven leadership capabilities and ability to navigate multiple business units in a matrix organization
* Effective communication and presentation skills
* Self-directed and goal-oriented
* Creativity in resolving complex problems
* Strong project management capabilities
* Well organized & Team Player

If you are hired into a Colorado work location, the anticipated compensation range for the position $144,000 to $222,000 based on a full time schedule. Your ultimate compensation may vary depending on your job-related skills and experience. For part time roles, the compensation will be adjusted appropriately."

Required Technical and Professional Expertise

* 10+ years experience in Information Technology services in Federal
* 5 years experience in managing Cloud/ISV alliances, sales, and business development
* 3 years experience with Azure cloud platform/products/services
* Prior experience required in Sales and/or Business Development, specifically in managing Azure software/cloud platform alliances with leading vendors

Preferred Technical and Professional Expertise

* Azure certification highly desirable