Introduction

A Technology Sales Leaders mission in IBM is to accelerate the adoption of IBM technology with clear industry use-cases and expertise to ensure competitive differentiation in engagements directly with clients, IBM account teams, and /or through our sales ecosystem partners.

With credibility as a knowledgeable market and industry advisor, you will earn client's trust and respect to become their strategic technology partner. Using the knowledge of your clients' business and industry you will identify and prioritize opportunity areas that will improve their business performance.

Being highly skilled in building and nurturing strategic client relationships, you will use your consultative style to drive the adoption and penetration of IBM's platforms through innovative solution recommendations that leverage IBM technologies, architectures, industry content, and offerings.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, bright minds and keen co-creators will surround you - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services.

With first-class communication and empathy, you will collaborate closely with clients to develop reliable relationships that successfully accelerate the adoption of IBM technology. You will explain how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

Your Role and Responsibilities

The incoming leader will be skilled in the following areas in order to successfully support the client:

Professional Experience

• Technical leader with deep technical expertise in Palo Alto Networks solutions

• Deeply understands IBM's security technology and roadmaps, and how to link to the partner's strategy.

• Accountable for accelerated growth of strategic IBM Technology & Services technical Go To Market such as:

• Red Hat OpenShift adoption

• Hybrid Cloud & GenAI

• Strategic IBM Consulting services

• Influences Palo Altos' technology strategy by articulating IBM's technology capabilities in the context of the Strategic Partner's business.

• Works with eco-systems of Palo Alto and IBM, to achieve exceptional results

• Skills in data security, identity and access management, risk management, threat management, cybersecurity.

Impactful Relationships

• Is recognized and accepted by the Palo Alto Executive team as advocate for leading edge technologies relevant to the Partner's business.

• Creates and maintains enduring, trusted relationships at all levels within the partners business (including CXOs, Developers, Data Scientists, Architects), establishing IBM as an essential innovation partner.

• Educates and advises the highest levels of the Partner's executive management, Research and Development, by applying proven expertise.

Strategic Innovation

• Embodies the entrepreneurial mindset in identifying novel yet feasible innovations that deliver client value from technology integration.

• Brings the full power of IBM to bear, serving as the single point of accountability for integration of technologies of IBM, the partner, and eco-systems partners.

• Drives adoption and penetration of IBM's strategic platforms with initiatives that leverage IBM and Partner technologies and architectures.

Solution Co-Creation / Go To Market (GTM)

• Works systematically with the partners' business and technical leaders and identifies innovative solutions that benefit both organizations.

• Leads co-creation of solutions, applying broad technical skills, deep domain knowledge and 'out of the box' thinking.

• Leads and scales the IBM GTM with the partner from a technology point of view. Driving enablement and governance with both IBM and partner technology selling motions.

• Linkage to IBM ecosystem lab to drive technology adoption and scale GTM

Industry Expertise

• Demonstrates growth mindset and continuous learning.

• Demonstrates the value today's and future IBM technologies can bring in the context of the partners business, strategy, and target industry.

• Stays current on IBM and Palo Alto technologies, strategies offerings, as well as market opportunities and threats.

• Positions the value and advantages of IBM's technology versus the competition.

• Strong linkage to IBM Research.

Strong Foundation as Distinguished Engineer, Technology Thought Leader

• Technical Leadership, and a track record of successful technology innovations and implementations that are relevant to Palo Alto, are the foundation for this Strategic Partnership CTO.

• Success is supported by the the ability to communicate with c-level executives, explain in understandable ways highly contextual insights and benefits of emerging technology adoption.

Success Criteria

• Strategic Partnership Development

• Innovation and co-creation objectives

• Revenue growth objective

• NPS

• Personal Development

• Checkpoint

• Certifications

• Publications, Contemporary skills & expertise

Required Technical and Professional Expertise

• Security expert

• Palo Alto solutions expert

• Previous leadership

• Organizational skills

• Strategic Thinker and Problem Solver

• Excellent communication skills

• Business and industry acumen

• Ability to conduct technological analysis and research

Preferred Technical and Professional Expertise

N/A

About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being.

• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs.

• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law.

• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals.

• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBMIBM 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.