Company:
IBM

Associate Partner - Public Sector, Defence

Job ID: GBS-0337494
Travel: Up to 50%; travelling 3-4 days a week, home on weekends


Description:

• The incumbent will contribute to the development and delivery of solutions to the sector, based on first-hand experience.
• S/he will understand the challenges faced by the federal sector today and will be inspired by the opportunity to work in a team to develop new processes and technologies to overcome these challenges.


Responsibilities:

• The Associate Partner will lead the creation of new business opportunities within the Defence sector with focus on the defence equipment / industrial regional benefits opportunities.
• S/he will be accountable for success through to the end of client engagements.
• S/he must have extensive sales experience, a track-record of effective leadership and must be recognized as an expert in the systems and technology domain.
• The Associate Partner will be accountable for the financial success and client satisfaction of engagements under his/her direction.
• S/he will define criteria for the scope, risk and profitability of engagements, as well as the viability of new business opportunities.
• This individual will identify, qualify, assist, and manage the closing of new business.
• S/he will develop lasting relationships based on mutual respect with clients’ decision makers.
• The Associate Partner will significantly influence client satisfaction through knowledge of the defence sector and will possess an ability to articulate solution value and leadership of services delivery.
• S/he will direct the development of new solution offerings or methods to support the penetration of new markets.
• The Associate Partner will contribute to and be held accountable for the attainment of business objectives in his/her area of the practice.
• S/he will also support the health and development of the sector through regular communication and participation in mentoring or coaching activities.
• S/he must develop strong and trusted relationships with other areas of IBM and with team members to achieve quick responses to client demands.


Qualifications:

• A relevant academic background, preferably with accreditation from a professional association.
• At least 10 years of progressive post-graduate business experience.
• Extensive sales experience working on large, complex deals, coupled with a track-record of effective leadership and recognition as an expert within the industry.
• Solid experience in the Canadian Public Sector, including intimate knowledge of current industry trends and challenges.
• Expert knowledge of Information Management, Supply Chain Management, Large Capital Projects, Engineering and/or Defence industry experience.
• Proven ability to communicate effectively at the executive level.
• Demonstrated people management ability to lead and mentor staff of all levels.
• Demonstrated business acumen including superior negotiation skills and contract/profit management.
• Strong leadership skills and the ability to multi-task within a fast-paced and dynamic workplace.
• Solid understanding of how IBM operates and goes to market strategy.
• Willing and able to travel as required.


Required:

• Bachelor's Degree.
• English: Fluent.


Preferred:

• Master's Degree.
• At least 5 years experience in Public Sector.