Ecosystem Product Manager

Introduction
Ready to re-imagine the product management role?  At IBM, as an Offering Manager, you are responsible for the full lifecycle of an offering: from validating need to determining the business model and defining the solution requirements. Going beyond the traditional focus of timetables and budgets, you use your keen insights into what customers want in their own business plan – and work across disciplines to build the best solutions to a problem. If being the CEO of your offering excites you, consider an offering management career at IBM.

Your Role and Responsibilities
The IBM Cloud GSI Growth Subject Matter Expert (SME) role is a dynamic position bridging IBM Cloud Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) technologies with our Global Service Provider’s professional services and capabilities. In this role you will be responsive to the growing Cloud market landscape and Ecosystem needs, focused on delivering value to our GSI partners & their clients. Your will do this ensuring that our GSI partner teams are enabled, positioned, and building effective proposal and practices to leverage all IBM Cloud technologies.

You will work closely with several GSI partners and the entire IBM Cloud organization (product management, sales, engineering) and the IBM Ecosystem organization to support, maintain and operationally improve the IBM cloud infrastructure opportunities for our India-based GSI partners. You will focus on the following key responsibilities to accelerate growth:

• support and collaboration for building new GSI practices using IBM Cloud offerings
• provide face to face IBM Cloud enablement with GSI architects, practice leaders, and technical sales practitioners, and
• provide on-site presence as needed for pre-sales, RFP/RFI, and deal collaboration activities

You will support partner deal engagements to ensure we bring the best of IBM and our partnerships to achieve our customer’s transformational journeys. Further, you will collaboratively monitor partnership progress to ensure expected outcomes are achieved – 1) Pipeline growth 2) Signings growth 3) Revenue growth

We are seeking an experienced product manager with background in cloud technology, fintech or other ecosystem service development experience. You will:

• Possess a keen eye for key competitive differentiation and an overall understanding of IBM Cloud ecosystem strategy to increase revenue to IBM.
• Collaboratively work with cloud ecosystem, marketing, product engineering, customer success and sales to proactively ensure that our offerings, engagement approach, and delivery position us to win in the market.
• Own the IBM Cloud collaboration partnerships for assigned India GSIs including ability to map local and IBM stakeholders, collaborate to establish GSI practices on IBM Cloud and define vision for partnership evolution
• Set quantitative business/technical metrics and success criteria for product requirements and track execution against, set roadmap progress towards achieving these.
• Develop deep and trusted relationships with key customers, partners, engineering leads and other key stakeholders.
• Think strategically: know what it takes to gain a competitive advantage; operate both strategically and tactically in a dynamic environment; align the right resources to the task at hand and foresee and plans around obstacles.
• Make smart decisions: analyze and synthesize broad, cross-business or cross-discipline information that leads to breakthroughs or significant insight.
• Drive results: attack everything with drive and energy with an eye on both the bottom line and partner success.
• Collaborate with internal stakeholders to prioritize requirements across services and operations.
• Drive requirements inclusion in roadmap and progression to delivery, oversee supporting business plan execution to expand upon the framework.
• Prioritize and negotiate requirements across stakeholder groups, making trade-offs between competing priorities and schedule.
• Primarily achieve growth in the following key financial measure: 1) Pipeline growth 2) Signings growth 3) Revenue growth
• Achieve milestones and targets for mutual partnership outcomes
• Grow partner satisfaction with BM Cloud Ecosystem.
• Demonstrated ability to collaborate, overcome obstacles and get results.
• Demonstrated ability to drive positive partner and customer outcomes
• Understanding of IBM Cloud offerings, IBM Ecosystem Partner Plus program and the GSI business models.
• Experience working for or with Global System Integrators, with a preference for Cloud practice-area experience.
• Track record of excellent communications and cross-team collaboration.
• Demonstrated experience with product management disciplines including GTM strategy, roadmap development, requirement evaluation, complex partner-program development or management, business case development, and working with marketing and sales.
• Excellent written and oral communication skills, including experience in high-level business discussions and low-level technical discussions
• Expertise in leading and collaborating across teams and across companies.
• 5+ years’ experience in Product Management or equivalent practical experience building or deploying products in a Cloud or GSI technology organization.
• 3+ years’ experience working in the Cloud or IT industry.
• Track record of high-quality, self-directed, timely execution, and attention to detail.

Required Technical and Professional Expertise

• 5+ years of experience in Ecosystem partnerships or direct experience working for a Global System Integrator
• 3+ years of experience in Cloud technologies
• Experience in leading Tech Sales, Sales
• Strong engagement in the design community and industry best practices and innovations
• Excellent presentation and communication skills in English – Candid, honest and above all thoughtful and kind
• Proven ability to ensure work delivers on strategic and business goals
• Ability to work from the IBM office and at the Global System Integrator offices face to face at least 3 days per week.

Preferred Technical and Professional Expertise

• 10+ years of experience in product management
• Technical experience in cloud platforms or enterprise software experience
• Infectious curiosity — always looking for opportunities to learn new things
• Self-motivation,
• Required Education – Bachelor’s Degree
• Preferred Education – Master’s Degree