IBM Strategic Relationship Director
Job Summary
The IBM Strategic Relationship Senior Director is a global leadership role responsible for managing strategic IBM contracts and go-to-market activities. This position connects Sales, Operations, Procurement, and Finance to grow profitability and market competitiveness. The role involves strategic negotiation, cross-functional deal leadership, and coaching teams on IBM technical and commercial strategies.
Responsibilities
- Manage strategic IBM contracts and commercial negotiations.
- Drive business opportunities and engage with key clients.
- Influence IBM offering strategy and provide technical guidance.
- Mentor cross-functional teams on IBM commercial strategy.
- Analyze and report on strategic metrics and mainframe trends.
Required Skills
- IBM Mainframe ecosystem expertise
- Contract negotiation and management
- Financial modeling and budgeting
- Strategic leadership
- Cross-functional collaboration
Job Details
Responsibilities:
- Provide strategic leadership and direction for IBM commercial terms.
- Carry accountability for overall IBM commercial negotiations at a strategic level while coordinating tactical transactions with Procurement and other teams.
- Drive major business opportunities among Ensono, IBM, and mutual clients to completion.
- Provide internal and external deal leadership in coordination with Sales and Procurement.
- Directly engage with clients in partnership with Sales and Client Delivery to advance opportunities.
- Influence IBM offering strategy for MSP programs and engage with IBM offering executives.
- Educate internal Ensono stakeholders on relevant IBM and competitive offering structures.
- Produce and maintain documentation and enablement materials related to IBM commercial programs.
- Drive and produce cross-functional analysis and negotiations for strategic IBM contracts.
- Focus on strategic mainframe-market trends while maintaining awareness of IBM hybrid technology (RedHat, Hashicorp, Confluent).
- Serve as a strategic voice for Ensono in enterprise-wide and industry forums.
- Coach and mentor leaders and SMEs on incorporating IBM technical and commercial strategy into client engagements.
- Translate complex technical topics, operational data, and strategic metrics into clear, actionable insights.
- Build strong relationships across global Product, Consulting, and Operations organizations.
Required Qualifications:
- Network of IBM and industry contacts with a focus on mainframe and mainframe-ecosystem relationships.
- Proven experience in senior contributor or leadership roles within IT and managed services leading technology and financial strategy.
- Strong technical awareness in diverse technical environments with an emphasis on mainframe.
- Financial management skills including budgeting and forecasting, CapEx/OpEx optimization, investment return analysis, and revenue/cash-flow recognition.
- Demonstrated skill in contract interpretation and negotiation with specific awareness of IBM contract terms.
- Creative, flexible, problem-solving mindset and strong analytical skills.
- Bachelor's degree in a relevant field or equivalent work experience.
- Demonstrated ability to collaborate effectively with cross-functional leaders to align Mainframe Services with organizational goals.
- Strong communication and interpersonal skills.
- Ability to travel 30-50%.