Security Initiative Leader - Red Hat Alliance Initiative and GTM Leader

Job Description

Security Initiative Leader – Red Hat Alliance Initiative and GTM Leader (053244). The Global IBM Alliance seeks a Managing Consultant/Senior Manager/Manager to drive enterprise security initiatives for Hybrid Cloud in the Americas.

Location: North America, likely US (travel upon lifting of travel bans).

Background: The candidate should have a background in technology‑business consulting and initiative/solution‑driven business development, with familiarity in IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security.

Role

Description:

Co‑create joint IBM/Capgemini growth initiatives, build solution packages, develop business plans, and work with marketing and sales to maximize exposure. Develop a global community of IBM practitioners and support the sales process. Work under the leadership of the two Executive Sponsors for the Enterprise Security Initiative in the Americas and the Global Partner Executive for the IBM/Red Hat alliance partnership, Scott Kruglewicz.

• GTM of global initiatives leveraging IBM Enterprise Security Portfolio to fuel the funnel and meet targets.
• Drive marketing and sales activities with GSOs, CMAs, and BU alliance teams to increase executive awareness of IBM technology and Capgemini 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 Executive Sponsors to ensure initiatives support the European Enterprise Security growth strategy and are consistent within the global security partner landscape.
• Close collaboration with Cyber Security COE’s/SOC’s responsible for global cyber security strategic initiatives and the Cyber Security teams in Americas SBU and worldwide.
• Develop strong relationships with key Capgemini stakeholders throughout the Americas SBU organization (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 (alliance, partners, channels, industry, product development, sales, etc.) 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 order to increase the field sales capabilities.
• 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.
• Marketing: align strongly with sector teams within Capgemini and IBM; coordinate with IBM global alliance marketing, IBM marketing, Capgemini marketing, KM and SMEs to collect IBM collateral. Create/update Capgemini‑IBM offering sales‑support documentation and collateral; monitor engagements globally in focus areas; market initiatives internally through articles and externally with IBM; actively participate in the organization of European and global events related to security.
• Knowledge Management: coach and guide IBM KM by creating packaged responses and FAQs to help the field win business; develop and maintain KM and alliance portal pages dedicated to IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security solutions.
• IBM Partnership: help drive the IBM partnership to enable a win‑win relationship; engage with IBM for joint solution development and deployment; stay up‑to‑date with the latest IBM innovation and value proposition.

• Good understanding of IBM Enterprise Security Solutions and the global cyber security marketplace.
• Point of view on how to create business value leveraging cyber security and supporting customers in their enterprise…