Job Description Applications Software Technology (AST), an IBM company was founded on one simple thought, put our people and our customers first, and you can never lose. AST is a globally recognized award-winning full-service enterprise cloud transformation and systems integrator - specializing in Oracle and Salesforce and serving clients in the Public and Commercial Sectors for over 27 years.
Clients look to AST for leadership and assistance in systems integration, business process redesign, project management, systems administration, and training. From on-premise applications to modern cloud technology, AST's services encompass all aspects of Enterprise Resource Planning, Business Intelligence, Enterprise Performance Management, Customer Experience, and Middleware. AST also offers flexible Managed Services, supporting the needs of over 200 Public Sector and Commercial customers around the globe. If you're someone with energy, drive, and creativity, AST might be the place for you.
Currently, we are looking for a seasoned
North America Oracle Cloud Infrastructure (OCI) Partner (Executive) to join our rapidly expanding practice underneath IBM Consulting.
JOB OVERVIEW The
North America Oracle Cloud Infrastructure (OCI) Partner (Executive) is responsible for ongoing identification, development, and assessment of business opportunities across key accounts in multiple industries. Position requires a deep Oracle Cloud Infrastructure or comparable hypearscalar background.
This Partner is responsible for developing extensive executive and senior management relationships in client organizations that lead to being viewed as a "trusted advisor."
This executive will work collaboratively with other IBM units, other partners, and outside consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM Consulting engagement team, disqualified, or referred to another IBM provider.
Will own the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.
The OCI Partner uses the full capabilities to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.
The Partner will help develop and maintain an effective business relationship with existing and net-new client's management team and influence the overall success of IBM's Consulting offerings within the market. S/he will work on a full-time basis to help sell and deliver largescale and complex OCI Transformations.
JOB OVERVIEW - The NA Oracle OCI Partner is responsible for ongoing identification, development, and assessment of business opportunities across key accounts in multiple industries. Position requires a deep Oracle Cloud Infrastructure or other comparable hyperscalar.
- This Partner is responsible for developing extensive executive and senior management relationships in client organizations that lead to being viewed as a "trusted advisor."
- This executive will work collaboratively with other IBM units, other partners, and outside consultants as appropriate. They are responsible for the ongoing qualification of these opportunities and recommend whether the opportunity should be formally engaged by an IBM Consulting engagement team, disqualified, or referred to another IBM provider.
- Will own the opportunity until formal engagement, facilitates the transition to engagement, and stays involved after engagement, as appropriate.
- The OCI Partner uses the full capabilities to create, articulate, and sell an innovative and compelling buying vision and value proposition so that executives clearly realize the financial benefits and transformational value to their business offered by a relationship with IBM.
- The Partner will help develop and maintain an effective business relationship with existing and net-new client's management team and influence the overall success of IBM's Consulting offerings within the market. S/he will work on a full-time basis to help sell and deliver large-scale and complex Oracle Cloud Transformations.
JOB RESPONSIBILITIES - The Partner will be responsible to lead the successful GTM strategy and delivery of largescale NA Oracle Cloud Infrastructure programs.
- The Partner will lead the creation of new business opportunities and will be accountable for success through to the end of client engagements. S/he must have extensive delivery experience, a track-record of effective leadership and must be recognized as an expert within various industries.
- The Partner will be accountable for the financial success and client satisfaction of engagements. The candidate will define criteria for the scope, risk, and profitability of engagements, as well as the viability of new business opportunities. This individual will identify, qualify, assist, and manage the closing of new business. Responsible for developing lasting relationships based on mutual respect with clients' decision makers. Will direct the development of new solution offerings or methods to support the penetration of new markets.
- The Partner will contribute to and be held accountable for the attainment of business objectives. Individual will also support the health and development of the practice through regular communication and participation in mentoring or coaching activities. Develop strong and trusted relationships with other areas of IBM and with team members to achieve quick responses to client demands.
REQUIRED EXPERIENCE The successful candidate must possess the following:
- Profit and Loss (P & L) experience.
- Demonstrated people management ability to lead and mentor staff of all levels.
- Strong leadership skills and the ability to multi-task within a fast-paced and dynamic workplace
- Ability to identify, pursue and lead Oracle Cloud Infrastructure sales and delivery engagements.
- Drive pipeline for HCS in Oracle Cloud Infrastructure for Americas
- Partner with Oracle and develop a strong alliance across GTM and solution architecture
- Build a practice within HCT on OCI that can lead and drive cloud transformation on OCI for our accounts
- Drive GTM and Soln architect capability and proficiency on OCI for the Americas
- Work closely with BTS and create joint offerings that drive stronger client consumption on OCI
- Be responsible for Oracle's executive relationships with our largest customers. A key responsibility will be delivering customer value and outstanding service to achieve revenue growth across the customer base
- Focus on building and progressing OCI pipeline with customers by identifying, developing, defining, architecting, and assisting in closing large strategic deals that support customers' journey to the cloud.
- Responsible for developing deep insight into customers' strategic goals and often structuring complex solutions.
- Work closely with customer C-suite and their direct reports to understand near and long-term central initiatives, technology roadmap, and business issues, translating them into differentiated solutions.
- Understand Azure, GCP, and AWS products and business models and clearly articulate how Oracle solutions differentiate and have direct value to customers while also providing an integrated hybrid/multi cloud approach
- Develop internal and external strategic client relationships at scale that drive customer dedication and promote collaboration across all business units.
- Articulate insights to clients, taking the opportunity to solidify IBM & Oracle as a trusted partner and industry insider.
- Proven ability to communicate effectively at the executive level.
- Ability to attain both sales and delivery targets including signings, revenue, profit and utilization.
- Have the business acumen to lead Oracle Cloud Infrastructure pursuits at new logo clients and expand penetration at existing accounts.
- Ability to provide industry guidance, strategies, and Oracle Finance best practices.
- Demonstrated business acumen including superior negotiation skills and contract/profit management.
- At least 20 years of progressive post-graduate business experience, specifically in:
- Business Development, Consulting and Delivery of Oracle Finance solutions; guiding and facilitating Executive level business decisions and performing business analysis such as quantitative and qualitative analysis, business case development and operations analysis.
- Developing Executive and / C-level execs level relationships, with prior experience in the identification, development, and closure of Oracle Finance implementation sales efforts
- Having a Track record of achieving individual sales quota of $15M+ annually and $15M+ in Revenue Managed
Essential Skills & Experience. - Ten years' experience in a Management Consultancy environment.
- Extensive experience in a technology sales environment.
- Proven business development track record.
- Track record of success in a multi-stakeholder environment and experience of large-scale business transformation.
- Exceptional written and verbal communication skills across a diverse set of platforms, with ability to communicate information-intensive and complex interactions in plain language.
- Experience working within a highly matrixed organization and able to influence and drive change in such an environment.
- Demonstrated advanced program management capabilities across all stages of the lifecycle, strategic design, build and test, deployment, and post go-live support.
- Proven expertise in managing fixed price, milestone-based contract structures. With final accountability for delivery, client satisfaction and budget compliance.
- Capability to plan, steer and manage the program schedule and deliverables.
- Ability to provide hands-on support to the delivery teams in case of events or challenges.
- Capability to effectively engage and communicate with senior executives, senior managers, and middle management.
- Previous experience in leading a combined on-site and offshore delivery model.
- Ability to lead and support organisation and process transformation required and enabled by the solution design.
- History of working with the top global systems integration partners, e.g., Accenture, Deloitte, PWC, KPMG, etc.
- Business and technology thought leadership to be able to collaborate with development, marketing, and field sales to shape and deliver partnership products and programs
- Proven track record of architecting complex big deals with large multinational corporations.
- Direct knowledge and understanding of the top cloud hyperscaler's technology, business models, and deal constructs, including IBM, AWS, GCP and Azure.
- Documented experience influencing IT and positioning our Cloud differentiators and LOB to map PaaS solutions like AI, Machine Learning, IoT, High-Performance Computing, and Blockchain to solve modern business problems.
- Excellent executive presentation skills are a must.
- Ability to lead and motivate diverse and multi-cultural teams towards effective results.
- Extensive Oracle Cloud Infrastructure or comparable hypersclar experience.
- Bachelor's Degre
Personal Qualities. - Motivated to achieve IBM greatness and growth, ability to share, stimulate and enthuse motivation for the same goal.
- Culturally knowledgeable and adaptable; committed to diversity and inclusion in the team and wider workplace.
- Strong personal advocate for IBM Brand: internal and external speaker, active socially, networker, partnering, academic, industry associations.
- Exceptional presence and confidence.
- Relentlessly positive, versatile, open, and emotionally intelligent.
Critical Competencies for Success. - Performance Driven: This executive must possess the energy and personal charisma to drive positive change throughout the company. The ideal candidate will bring incredibly deep strategic abilities, having previously been an innovator and top performer in both a dynamic, international organization. Importantly, this executive will have successfully directed a large, complex business that is known for delivering superior products and services in a transformational environment.
- Highly Skilled Communicator with the ability to connect deeply with people: The ideal candidate will possess excellent communication skills and will present his/her views in a clear and compelling manner. He/she should be a good listener who is straightforward, articulate, and proven track record within an innovative environment: The ideal candidate must have a demonstrated ability to work collaboratively across complex, multi-functional teams where decision-making resides in numerous areas. He/she must have strong interpersonal and judgment skills and will be required to influence business unit leaders. This leader must bring to IBM a proven track record of outstanding communication skills and be able to deliver inspiring, messages that are concise, fact based and persuasive.
- Passion for Building World-Class Teams: The successful candidate will be collaborative and have an inherent ability to lead. He or she will embrace the current IBM team culture, which is purpose-driven, and values led. He or she should possess a team-first orientation and prefer to work with others and be able to motivate and collaborate across a variety of functions.
AST is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. AST will be the hiring entity. By proceeding with this application, you understand that AST will share your personal information with other IBM affiliates involved in your recruitment process, wherever these are located. More Information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: #LI-DNI
