Director of Strategic Partner Management, IBM

Director, Strategic Partner Management

Drive strategic global systems integrator partner engagement across several activities that include but not limited to go-to-market planning, target account alignment by region and industry, partner and customer success, senior executive alignment across regional sales and product management, partner enablement, contracting, partner marketing, quarterly and annual governance.

• Oracle Advocacy: Promote Oracle solutions within IBM, influencing leaders inside and outside of Oracle practices to prioritize Oracle investments.
• Advocacy within Oracle: Advise Oracle leadership on best ways to engage and align with IBM to ensure Oracle executives and sales teams are aware and utilize the most effective approach and solutions to maximize business growth and customer success.
• Enablement: Engage and collaborate with Oracle Partner Enablement, Oracle University, and Regional Alliances and Channels Teams to deliver product training, certifications, and cross-functional training at sales, technical, and executive levels.
• Relationship Mapping: Maintain and enhance a comprehensive partnership map, fostering new connections that expand Oracle’s presence and influence within IBM.
• Customer Success: Coordinate efforts across IBM and Oracle Customer Success Services, including Partner Success Management, Partner Marketing, and regional teams to highlight and disseminate customer success stories, both internally and externally, while ensuring high-quality Oracle implementations by IBM.
• Partner Marketing: Lead and collaborate with Oracle Partner Marketing to drive the development of an annual marketing plan with the Oracle IBM marketing team, guiding regional teams in tailoring and executing these plans to support the partnership’s global and regional growth objectives.
• Quarterly Steering Committees: Lead and conduct quarterly leadership meetings to review partnership performance and agree on strategic adjustments to meet growth objectives. Engage with regional Oracle and IBM teams to ensure regular pipeline calls and quarterly business review cadences are in place.
• Partnership Issue Resolution: Address critical partnership concerns with regional Oracle and IBM leadership as necessary. Support and direct IBM and/or Oracle escalation resolution on key deal commercials, technical escalations, legal/contractual, and Oracle new partner program.
  

PREFERRED SKILLS & EXPERIENCE

• Experience in leading and partnering with global system integrators, with a specific focus on cloud services and delivery. The ideal candidate is innovative and dynamic—someone who naturally seeks growth opportunities and takes the initiative to lead engagement efforts to fulfill ambitious growth targets.
• Will proactively identify opportunities for collaboration between Oracle and IBM to foster growth, innovation, and go-to-market differentiation. Skilled at balancing priorities and making decisions to achieve growth goals.
• Possesses exceptional communication skills, both oral and written, and a proven track record in cross-functional and cross-organizational leadership. Capable of managing demanding interactions with both internal and external stakeholders while uniting teams to deliver results.
• Demonstrates the ability to lead virtual teams across all regions.
• Proven track record in working across complex organizations, including various countries, cultures, and languages.
• Highly professional, exhibiting strong business acumen with a bias for action, with a hands-on approach ready to directly engage and drive incremental business outcomes.
  

Career Level - IC5

PROFESSIONAL CHARACTERISTICS AND LEADERSHIP SKILLS

• Self-motivated, entrepreneurial, adaptable, yet process driven to ensure efficiency and effectiveness.
• Innovative thinker capable of identifying new revenue opportunities for the Oracle and IBM partnership.
• Collaborative leader skilled in navigating and engaging with complex, large-scale organizations and diverse personalities.
• An executive with the necessary resilience and determination to ensure outcomes are achieved. Able to gain acceptance and credibility within IBM and Oracle at all levels, from EVP to field sales and technical functions.
• Possesses a robust balance of strategic insight and practical skills, complemented by high intellectual and emotional intelligence, agility, and innovative thinking.
• Energetic and motivational leader who is passionate about inspiring and driving an organization towards achieving significant results.
• Results-oriented, with a strong focus on action and exceeding expectations.
• An outstanding communicator adept at tailoring messages for diverse audiences and excelling in interpersonal skills.
• Thorough cross functional understanding of SaaS Applications, Cloud Infrastructure, and Industry Applications, with advisory level expertise in the partner (IBM), to drive a global partner strategy and business plan.
• Prior experience working with and knowledge of IBM's business is not mandatory but highly desired. Past responsibilities in working global leadership roles also highly desired.
• US-based, with the ability and willingness to travel both domestic and internationally.

3. Life insurance and AD&D

4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Career Level - IC5

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