1. Client Environment : Has consistently demonstrated strong client engagement at senior levels, ideally CCO / CISO. Has an in-depth understanding of the chosen marketplace and / or area of security specialism.
Demonstrates the required gravitas and confidence to establish trusted client relationships. Drafts clearly understood materials in support of new / current engagements as well as with other bid and proposal activity for their area.
2. Communication / Negotiation : Has consistently built cooperative business development and / or engagement teams, utilising appropriate resources, setting business and delivery priorities, and meeting objectives as defined by their business commitments and IBM policies.
Plans, conducts, advises on complex negotiations as part of contract signature and services delivery reaching lasting agreements and commitments.
Presents proposals and client deliverables with confidence. Participates actively in industry conferences or within one or more knowledge networks, presenting and participating in communities of practice.
3. Consulting Led : Uses knowledge gained from previous consulting roles, experiences and engagements, IBM's intellectual capital, knowledge of the market / industry, and own research to develop creative hypotheses, points of view and formulate conclusions to address clients security related business issues.
Analyses marketplace trends and economics to develop / influence future strategies for IBM and client organisations. Has a deep understanding of how to engage clients in a security consulting transformation with ?
including conflict resolution, selection of the appropriate hypotheses, development of conclusions, intellectual capital, and testing for financial viability.
Participates in the development of solution offerings, practice areas. Creates market focused business development campaigns that identify new opportunities and supports sales growth objectives.
Qualifies and assists with the closing of profitable business opportunities. Recognised as an expert in their marketplace.
Publishes frequently and speaks at industry conferences. Recognised outside IBM as having Solution or Sector knowledge. Identifies, develops, and understands how to create market demand and transition from effective sales to efficient and profitable delivery.
5. Impact on Business : Accountable for appropriate resourcing and financial success of engagements directly managed, and responsible for the success of other SSRC oversight engagements.
Measured on an appropriate combination of Signings, Revenue and utilisation. Defines the scope, risk and profitability of engagements as expected by their area, as well as the viability of entering new marketplaces and forming partnerships.
Develops lasting relationships based on mutual respect with clients decision makers. Significantly influences client satisfaction with IBM through superior focus on delivery and benefits realisation.
Develops new solution offerings / methodology's to support the penetration of new markets / expansion of existing markets.
Additional InformationExpected to identify new business opportunities and provide strong assistance in the winning of that business.
Must be familiar with handling the contractual / commercial requirements and be capable of drafting high quality artifacts, presentations, responses to Requests for Information, responses to Requests for Proposal and IBM statements of work.
This position is client-facing, assigned to client billable engagements and / or new business development where required.
Individuals will participate in, and / or be responsible for the creation, harvesting, protection and reuse of IBM's capital.
Ability to self manage effectively within an established matrix management system is key to success.