Associate Partner – Chemicals & Petroleum Industry


July 21, 2021

As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills. Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies.
Your Role and Responsibilities
Your Role
Reporting to a Partner, the Associate Partner (AP) will maintain effective business relationships with the client's management team and influence the overall success of GBS offerings and the client’s long-term business strategy. The AP will work with client stakeholders and manage an internal team of practitioners to determine the client’s needs and overall vision, later translating these requirements into opportunities for IBM. This role’s primary engagements within IBM will be with the GBS team (industry experts, solution owners, delivery practitioners) and the client team (which has overall IBM account responsibility). This role will contribute to the development and delivery of solutions to the industry, based on first-hand experience. Candidates must understand the challenges and risks faced by our clients as they manage assets through the full life cycle from design, construction, commissioning, operation and decommission.
Your Responsibilities
  • The Associate Partner will lead the creation of new business opportunities within the Oil and Gas industry 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 this industry.
  • The Associate Partner will be accountable for the financial success and client satisfaction of engagements. 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.
  • Individual will also support the health and development of the industry 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
  • Lead pre-sales and sales-stage activities, assessments and the development of client-specific solutions
  • Manage and coach multi-disciplinary teams to scope, solution, propose, and close complex delivery engagements with clients

Required Technical and Professional Expertise
Your Skills
  • At least 10 years of experience within consulting, managing complex client relationships, business development, etc.
  • Solid experience in the Oil and Gas Sector, including intimate knowledge of current industry trends and challenges Delivery experience.
  • Expert communicator: ability to convey messages in an executive tone via verbal and written mediums
  • Firm understanding of requirements estimation on complex programs/projects—from a solution, resource(s), and budgeting perspective
  • Demonstrated people management ability to lead and mentor staff of all levels Demonstrated business acumen including superior negotiation skills and contract/profit management

Preferred Technical and Professional Expertise
Same as above.
Must have the ability to work in Canada without sponsorship.
About Business UnitIBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
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Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
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