Associate Partner, AI & Automation

Introduction

• Associate partner leading go to market, Sales, business development and delivery:

• Develop and execute strategic Intelligent Automation and Agentic AI proposals and solutions focused on expanding adoption of process mining, process intelligence, process excellence, automation , agentic AI and digital transformation solutions within Industrial and Communications sector clients.

• Lead end-to-end sales cycles for Celonis, IBM Process Mining, SAP Signavio, Celonis, Intelligent Automation, Agentic AI, and workflow optimization opportunities—from discovery to POV to closing.

• Manage a qualified pipeline, often in the millions, by identifying high-value use cases (e.g., P2P, O2C, AP, Intercompany, Procurement Compliance).

• Associate partner leading go to market, Sales, business development and delivery:

• Develop and execute strategic Intelligent Automation and Agentic AI proposals and solutions focused on expanding adoption of process mining, process intelligence, process excellence, automation , agentic AI and digital transformation solutions within Industrial and Communications sector clients.

• Lead end-to-end sales cycles for Celonis, IBM Process Mining, SAP Signavio, Celonis, Intelligent Automation, Agentic AI, and workflow optimization opportunities—from discovery to POV to closing.

• Manage a qualified pipeline, often in the millions, by identifying high-value use cases (e.g., P2P, O2C, AP, Intercompany, Procurement Compliance).

• Customer relationship management:
• Build and maintain deep, long‑term relationships with key clients and executives.
• Serve as a trusted advisor, articulating IBM's technology vision and value proposition.
• Address customer needs, ensuring satisfaction by managing order issues and providing communication on deliveries.
• Build and maintain long‑term relationships with key federal stakeholders by acting as a trusted advisor on process discovery, process mining operational efficiency, and automation strategy.
• Articulate IBM’s process mining/process excellence vision, including root‑cause analysis, conformance checking, and event‑log‑based insights that drive measurable value.
• Support Federal clients in understanding performance issues such as bottlenecks, rework, manual touchpoints, SLA deviations, process variance, compliance etc.

• Collaboration and leadership:
• Work with internal teams, including solution leaders and capture managers, to develop bid strategies and technical proposals.
• Collaborate with systems integrators, cloud partners, and software vendors to craft integrated solutions combining AI, automation, workflow, and process intelligence.
• Lead and orchestrate virtual teams to ensure successful outcomes for complex sales opportunities.
• Technical and strategic guidance:
• Collaborate with pre‑ and post‑sales teams to design appropriate technology solutions.
• Align IBM's solutions (such as cloud, AI, and security) with customer business needs, challenges, and technical requirements.
• Utilize Agile and Design Thinking methodologies to identify value hotspots and design the transformation roadmap powered by process insights.

Hybrid:
Your work location of City, State was assigned based on business need and currently your role designated as a hybrid role. Hybrid roles are expected to perform their primary duties from a combination of IBM location, client sites or work  required number of days to be in the office is to be determined by your management team. Any changes to this work arrangement must be pre approved by your manager before any changes are made.

This Job can be performed from anywhere in the US.

• Minimum of 10 years of professional experience in sales and delivery of professional services solutions with deep expertise in Intelligent Automation, Agentic AI, and Process Intelligence
• Proven track record of closing enterprise deals and managing complex sales cycles from inception to delivery.
• Experience leading process discovery workshops, data assessments, and POVs in federal or enterprise environments.
• Understanding of automation strategies including RPA, workflow orchestration, AI-driven optimization, and…