JOB DESCRIPTION: IBM/Red Hat Alliance Initiative and GTM Leader: Security for Hybrid Cloud – Americas
Location: North America, likely US (regular meetings with regionally located stakeholders, travel upon lifting of travel bans)
Background: The Global IBM Alliance is looking for a Managing Consultant / Senior Manager / Manager who has a good vision on IBM Enterprise Security with a background in technology – business consulting and initiative / solution driven business development. He / She will ideally be familiar with the following IBM Security Solutions: IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security.
The successful candidate will be high performer, able to work on one’s own and will have demonstrated strong business development capabilities and proficiency in English – written and verbal. He / she will also be receptive to pan-Americas SBU travel.
Responsible for co-creating joint IBM / Capgemini growth Initiatives, packaged offerings – solution – demonstrators – accelerators sets, ensures capability building, develop offering business plans and works alongside marketing and sales to ensure maximum exposure and success leveraging IBM within Capgemini. He / she will develop and drive the global Capgemini community of IBM practitioners for those solutions, developing business and skills to strength Capgemini in the marketplace. He / She will have an active involvement in the sales process.
The candidate will work under the leadership of the two Executive Sponsors for the Enterprise Security Initiative in Americas, and of the Global Partner Executive for the IBM/Red Hat alliance partnership, Scott Kruglewicz
GTM of global initiatives leveraging IBM Enterprise Security Portfolio which fuel our funnel and meet our targets
Drive marketing and sales activities with GSOs, CMAs and BU alliance teams to increase executive awareness of IBM Technology and Capgemini related solutions and competitiveness and increase our services business leveraging IBM Technology and Capgemini related solutions
Collaborate with IBM Enterprise Security Representatives and local alliance managers to drive the registration and tracking of IBM license influence for focus areas
Identify KPIs and assess results, gaps and lessons learned for appropriate market adjustments
Pipeline tracking and funnel progression follow up activities
Actively support account executives and bid teams
Internal Field Engagement
Work closely with the Executive Sponsors to ensure the initiatives support the European Enterprise Security growth strategy and is consistent within the global Security partner landscape
Close collaboration with the Cyber Security COE’s / SOC’s responsible of Global Cyber Security strategic Initiatives and the Cyber Security teams in Americas SBU and around the world
Develop strong relationships with key Capgemini stakeholders throughout the Americas SBU organization (i.e., COE’s, SOC’s, Cyber Security teams, sales, delivery, alliance, industry, marketing, etc.)
Collaborate with sector and BU alliance managers to support specific marketing strategy
External Engagement with IBM
Develop strong relationships with key IBM stakeholders (i.e., alliance, partners and channels, industry, product development, sales, etc.); leveraging to increase IBM value to the Capgemini Field and IBM
Growth Initiatives Development and Deployment
Identify, develop, package, educate and assist in the global deployment of IBM initiatives
Roll-out repeatable campaigns to push forward growth initiatives in increase the sales capabilities of the Field
Drive joint collaboration between IBM and Capgemini across the Americas SBU
Create, organize and maintain detailed and thorough solution sets for all initiatives under ownership
Strong alignment with sector teams within Capgemini and IBM
Coordinate with IBM global alliance Marketing, IBM marketing, Capgemini marketing, KM and SMEs to get collection of IBM collateral relating to IBM solutions. Create/update Capgemini IBM offerings sales support documentation and collaterals
Monitor engagements globally in focus areas for documenting and adding to our KM repository
Market initiatives internally not only through personal relationships but also with articles written for Talent, Website, etc.
Market initiatives externally with IBM to secure and keep their support and commitment
Active involvement in organization of European and Global Events related to Security
Coach and guide IBM KM with creation of packaged responses and FAQs to help field win business around the growth initiatives
Develop and Maintain the KM and Alliance Portal pages dedicated to IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security solutions.
Help drive the IBM partnership to enable a win-win relationship (i.e., assist in creation, identification and recognition for new IBM licenses influenced by Capgemini)
Engage with IBM for joint solution development and deployment
Stay up-to-date with latest IBM innovation and value proposition
Critical Success Factors
• Good understanding of IBM Enterprise Security Solutions and the Global Cyber Security global marketplace.
• Point of view on how to create Business Value leveraging Cyber Security and to support customers in their Enterprise Security journey
• Good knowledge and understanding of the Capgemini Global Cyber Security portfolio of solutions:
o Cybersecurity Defense Maturity Evaluation
o Cybersecurity Transformation
o Cybersecurity Device Management
o Secure IoT/OT Services
o Insider Threat Intelligence (ITI) Platform
o Managed Detection and Response
o Network Security and Segmentation
o Penetration testing, Red Teaming and Threat Simulation
o Secure Remote Working and Collaboration Solutions
• Strong focus on business development resulting in quantifiable results
• Strong internal network at Capgemini
• Leadership skills to gain buy-in and influence and motivate others to adopt the solution
• Collaboration with Knowledge management and marketing to develop strong material
• Being an ambassador with internal Marketing within Capgemini via webcasts, Talent, etc.
• Active engagement with AEs on CMAs, BU alliance leaders, Practices leadership
Candidates should be flexible / willing to work across this delivery landscape which includes and not limited to Agile Applications Development, Support and Deployment.
Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.
Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.
This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.
Click the following link for more information on your rights as an Applicant : http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law
Capgemini is a global leader in consulting, digital transformation, technology and engineering services. The Group is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50-year+ heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. Today, it is a multicultural company of 270,000 team members in almost 50 countries. With Altran, the Group reported 2019 combined revenues of €17billion.
Visit us at www.capgemini.com. People matter, results count.