Amazon Global GTM/Sell-To Leader
IBM Computing, New York, NY, United States
Introduction
The Global Amazon GTM/Sell-To Leader is accountable for business developing and selling IBM Consulting capabilities to pan-Amazon (the Amazon companies). This includes but is not limited to AWS, Amazon Prime, MGM Holdings, Twitch, Prime Video, IMDb, YES Network, Kindle, Amazon Music, Amazon Publishing, Amazon Studios, Zappos, Amazon Appstore, Amazon Cash, Amazon Digital Software & Video Games, Kindle Store, Whole Foods, Amazon Fresh, Amazon Go, Ring, Alexa, Amazon Fire, Blink, Fire TV, Astro, Amazon Pharmacy, Neighbors App, 365, Amazon Basics, Amazon Essentials, Amazon Prime Air, Amazon Maritime, and Amazon Robotics. The focus in year one will be establishing a footprint in two to three projects across any one of these businesses by selling to them leveraging IBM Consulting assets and capabilities.
Your role and responsibilities Sell-to
Establish and build deep client relationships across the Amazon businesses.
Target areas in which they have gaps, and we can help them fill those gaps with IBM capabilities.
Negotiate and execute NDAs, MSAs, and SOWs as needed in each of those areas.
Drive new signings and revenue for IBM consulting via this sell-to space.
Bring ongoing thought leadership in various forums to position IBM in Amazon businesses (e.g. IBV).
IBM Alignment & Differentiation
Serve as the senior leader for IBM selling to Amazon within IBM Consulting.
Align solutions with IBM roadmap and leverage AWS partnership.
Drive IBM differentiation with Amazon through industry-relevant, consulting-led technology.
Leadership
Sit as a member of the Global AWS Senior Leadership Team (SLT) and Operating Team (OT) and work collaboratively with other SLT and OT team members.
Establish governance for sales management from incubation through scale.
Ensure quality, consistency, and reuse of IBM assets and capabilities across the pan-Amazon portfolio.
Hybrid: Your work location of City, State was assigned based on business need and currently your role designated as a hybrid role. Hybrid roles are expected to perform their primary duties from a combination of IBM location, client sites or work at home. The required number of days to be in the office is to be determined by your management team. Any changes to this work arrangement must be preapproved by your manager before any changes are made. This Job can be performed from anywhere in the US.
Required technical and professional expertise
10 years in consulting, cloud platforms, or technology-enabled transformation.
Proven experience in sales and business development within a global consulting or technology organization.
Familiarity with Amazon services and business and their application to IBM use cases.
Demonstrated ability to influence senior stakeholders and operate in a matrixed, global environment.
Strong executive communication and alliance leadership skills.
Success Measures
Pipeline development.
Signings/sales.
Client relationship development.
Effective partnering with IBM Global AWS Senior Leadership Team (SLT) and Operating Team (OT) team members.
Market differentiation and client adoption of IBM solutions.
IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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Your role and responsibilities Sell-to
Establish and build deep client relationships across the Amazon businesses.
Target areas in which they have gaps, and we can help them fill those gaps with IBM capabilities.
Negotiate and execute NDAs, MSAs, and SOWs as needed in each of those areas.
Drive new signings and revenue for IBM consulting via this sell-to space.
Bring ongoing thought leadership in various forums to position IBM in Amazon businesses (e.g. IBV).
IBM Alignment & Differentiation
Serve as the senior leader for IBM selling to Amazon within IBM Consulting.
Align solutions with IBM roadmap and leverage AWS partnership.
Drive IBM differentiation with Amazon through industry-relevant, consulting-led technology.
Leadership
Sit as a member of the Global AWS Senior Leadership Team (SLT) and Operating Team (OT) and work collaboratively with other SLT and OT team members.
Establish governance for sales management from incubation through scale.
Ensure quality, consistency, and reuse of IBM assets and capabilities across the pan-Amazon portfolio.
Hybrid: Your work location of City, State was assigned based on business need and currently your role designated as a hybrid role. Hybrid roles are expected to perform their primary duties from a combination of IBM location, client sites or work at home. The required number of days to be in the office is to be determined by your management team. Any changes to this work arrangement must be preapproved by your manager before any changes are made. This Job can be performed from anywhere in the US.
Required technical and professional expertise
10 years in consulting, cloud platforms, or technology-enabled transformation.
Proven experience in sales and business development within a global consulting or technology organization.
Familiarity with Amazon services and business and their application to IBM use cases.
Demonstrated ability to influence senior stakeholders and operate in a matrixed, global environment.
Strong executive communication and alliance leadership skills.
Success Measures
Pipeline development.
Signings/sales.
Client relationship development.
Effective partnering with IBM Global AWS Senior Leadership Team (SLT) and Operating Team (OT) team members.
Market differentiation and client adoption of IBM solutions.
IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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