Senior Manager, Leader, Mainframe Modernization Agentic AI and Partner Scaling

Overview

We are seeking an accomplished leader to build a global high‑performing business development and partner scaling specialist team focused on helping customers modernize their mainframe platforms. The leader will report to the Mainframe Modernization GTM organization within the broader specialist sales organization.

• Drive strategic mainframe engagements and help customers and partners deepen business and technical relationships.
• Build high‑performing teams of Mainframe specialists and Partner Development Specialists; focus on scaling the mainframe modernization business and partner ecosystem.
• Influence product teams as the voice of the customer to evolve products and address field issues, concerns, and requests.
• Analyze customer insights from business drivers, market trends, and feedback to determine key engagement and commercial strategies.
• Establish clear goals and deliverables for the team including customer engagements, scaling mechanisms, commercial agreements with partners, GTM content, and more.
• Develop deep and trusted relationships with CxOs and leadership of selected market‑making System Integration Partners in mainframe specialty.
• Engage closely with key partners to help them develop their AWS practices and create compelling market offerings to accelerate business value realization from AWS adoption.
• Lead and develop a team of Partner Development Managers and drive partner‑sourced revenue growth and cloud adoption worldwide.

• 10+ years of developing, negotiating and executing business agreements experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Bachelor's degree or equivalent.
• Experience architecting/operating solutions built on any cloud service provider like Azure, AWS, GCP, OCI, etc.
• Experience managing specialist team, driving strategic engagements, and helping customers and partners deepen business and technical relationships.

• 12+ years of technology‑related sales, business development or equivalent experience.
• Experience selling to Fortune 1000 or Global 2000 organizations.
• Experience as an executive focused on legacy migrations to cloud, building business with partners, or as a practice leader or business unit owner.
• Previous experience with global system integrators, consulting partners, and ISVs.

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