Associate Partner - Cognitive Enterprise Advisory


Cognitive Enterprise Advise Transformation Leaders work closely with Lead Account Partners, Service Lines and the Cloud Advise Partners to identify, validate and develop transformational programs that align with our client’s growth, cost-reduction and innovation agendas. They bring deep industry knowledge of market challenges, disruptions and technologies that present opportunities. They use their combined knowledge of industry and IBM services and offerings to create business platform solutions that drive measurable outcomes for our clients, and revenue and eminence for IBM. They are strong relationship builders and wide, open, collaborators who work closely with service lines to design and deliver the client outcome. They work closely across IBM to build the depth of capability in the Cognitive Enterprise.

 

Primary Measurement: Contract Signings performance; Client Impact & Innovation

 

This role will require you to:

 
Develop deep client relationships:
 
  • Understand our client’s strategy, business performance expectations, challenges and critical imperatives; and embed into the client

  • Keep up to date on the Cognitive Enterprise and the combination of IBM services and offerings that are available to meet client opportunities

  • Become a Cognitive Enterprise master storyteller and providing a narrative that your client will remember 

  • Live the Client Ethos through Inspire, Deliver, Champion and advise

  • Lead clients’ understanding and preparation for the impacts of Cloud on the roles, responsibilities, governance, 3rd party contracts and Business/IT workforce, including leading clients’ change to such a Cloud-enabled IT Operating Model, facilitating stakeholder agreement and managing inhibitors to change

 

Identification, sale and value realization of Cognitive Enterprise transformations


 
  • Identify client challenges and opportunities that can be solved through a transformative Cognitive Enterprise approach

  • Establish and nature strong relationships with the service lines to jointly co-solution the combination of IBM services and offerings needed to develop the Cognitive Enterprise solution

  • Develop transformation journeys and IBM Garage roadmaps that deliver value to our client and ongoing, multi-year revenue opportunities for IBM 

  • Take accountability for value realisation of the Cognitive Enterprise, supporting our clients and IBM Garage teams deliver the transformation roadmap

 

Expand the eminence of Cognitive Enterprise


 
  • Anticipate future customer and industry trends and demonstrate ground-breaking thinking to develop or significantly influence IBM’s Cognitive Enterprise strategy for a specific industry

  • Lead the growth of Cognitive Enterprise capability across IBM Services, establishing tools and methods, integrating the approach in how IBM goes to market; but also opening up the awareness for future revenue growth

 

Experience Profile

Desirable Level

Educational Qualifications

Strong Academic background.

Total work Experience

 

Mature Leadership profile with 15-20 years of Cognitive Consulting experience, specifically in either D&I / FSS / Federal sectors.

Previous Work Experience

At least 5-10 years of Business and/or Consulting experience in the Industry with a focus on long term transformational agendas specifically in the Cognitive space

Preferred Industries

Past 3 years Performance Profile

Consistent and proven capabilities in driving Sales/Business Development to achieve sales and revenue targets

Previous Company Role

Profile

Previously served as a Director or Sr. Associate Partner or high flying up and comer or equivalent in other large consulting organisation’s or in a client engagement sales and delivery role

 

Experience Profile

 

Strong Account Potential -

Worked with Clients with long-term transformation agendas

Deep Relationship Propensity -

Worked with Clients in a consulting / relationship-driven behaviors

Robust Account Performance  -

Large, high-growth book of business with a High win-rate / sole-sourced deals

Differentiated Competitive Positioning -

Significant wallet share & Large, strategic contracts

Language Skills

 

High degree of Spoken and Written Communication skills in English

Travel Flexibility

High

Personal Eminence & Executive Presence

 
 

Ability to develop a Board room presence and ability to interact with senior most stakeholders in global corporations

Market Eminence, developing Subject matter Expertise. Personal Social and Digital Eminence. Published papers or Thought leadership profile

Proven Cultural Adaptability

Has worked in international environment and across multiple geographies, leading cross cultural global teams