Associate Partner - Managed Security Services - Executive Consultant

The Associate Partner (AP) / Executive consultant in IBM European Security Services helps to lead the growth and management of all Managed Services elements, primarily by using this position and perspective to assist the local geographies. This requires demonstrating thought leadership through proactive support in sales, solutioning and delivery of the Managed Services business. This is achieved through significant experience in Security operations, leveraging a strong cross domain technical background (threat monitoring, device management, infrastructure and endpoint security, data and application security, incident response, compliance), capability to orchestrate mixed teams over complex contracts, business acumen and CxO level relationship.
Main focus on UKI Market (min. 80%), while supporting and collaborating with the rest of Europe.
Supporting Sales and Driving business growth, and Solutioning

• Work with global MSS solutions teams and across UKI to provide content to drive deals.
• Provide demonstration of IBM credentials across all domains of the Managed Services portfolio: threat monitoring, device management, network security, endpoint security, data security, incident response.
• Work closely with the global and local solution design teams in developing solutions, offers, client presentations and SOWs, representing the European point of view and supporting the local market needs for Managed Services.
• Be accountable for driving signings and revenue in to the UKI (both focused on new logos and upselling on existing Clients), maintaining Gross Profit objectives.
• Support large RFI/RFP/Opportunities advising the sales team, orchestrating a mixed team of solutioners/architects/consultants and presenting the solution value to key stakeholders and decision makers to meet their requirements.
• Sponsor and support client marketing events focused on IBM Managed Services (100+ audience).
•  

Delivery

• Create a bridge between the sales and service delivery phase, meeting client requirements and contract objectives (timeline, service features, service quality and client satisfaction).
• Take ownership for the end to end process from sales to delivery implementation
• Working with global and local teams, making transition into steady state service smooth.
• Participate in project delivery, to varying degrees depending on project complexity and geography needs, focus on client experience and service value perception while maintaining profitability targets.
• Help resolve project and delivery issues as they arise, showing accountability and ability to proactively drive improvements and change.
• Establish strong client relationships in key accounts to help progress the Managed Security Services portfolio.
• Build a network of public and private references, also supporting market analyst researches.
• Individual utilization (client charged + internal bid support charged) at minimum of 70%.

Practice

• Support the European Managed Security Services practice by facilitating a community of like-minded practitioners across Geo’s to share and exchange ideas for growth and improvement.
• Contribute content and advice to the offering development process, highlighting local market needs.
• Provide a focal point for the local market to help understand capabilities, offerings, client references.
• Support local team enablement leveraging best practices, lessons learnt, case studies, success stories.
• Become a recognized thought leader in one of the core domains, utilizing conferences, white papers, client presentations to build awareness of IBM credentials.
• Know competition to identify and advertise IBM key differentiators in Managed Services.

Attitude

• Proactivity in driving change.
• Flexibility in travelling upto 75% average, mainly including European level, even with short notice.
• Attitude at working with interrupts and through emergencies.
• Strong time management skills.
• Strong presentation skills, even with large audiences.

Required Technical and Professional Expertise

Good experience in Security operations and systems integration in a top tier professional services firm:

• Strong Consulting proven track record.
• Strong Systems Integration proven track record.
• Strong Complex Solutioning proven track record.
• Strong Delivery proven track record.
• Strong Sales/Pre-sales proven track record.
• Strong Practice/Offering building proven track record, collaborating with global teams.
• Strong track record in building relationships with internal and external senior stakeholders.
• International expertise at European level.

Experience working across diverse teams to facilitate solutions.
Experience working with Security practitioners.
Readiness to travel up to 75% average.
English: Native (preferred) or Fluent (required).

Preferred Tech and Prof Experience

Master's Degree.
Having Secondary European language skills (other than English).
CISSP, CISA, CISM, CEH, SABSA and any other relevant security certifications.
A good depth of experience in working with security consulting or security operations teams.
A good depth of experience in working in international roles.

EO Statement
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
 

Preferred Education:Bachelor's DegreeCommissionable:No