Cybersecurity Alliances Lead

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

IBM Consulting Cybersecurity Services is seeking a high-performing Strategic Alliance Lead to drive growth across a portfolio of strategic cybersecurity technology partners. This role is responsible for developing and executing alliance strategies that accelerate pipeline generation, revenue growth, solution innovation, and market differentiation through world-class partner relationships.

The ideal candidate will have deep experience working across the cybersecurity technology ecosystem and a strong ability to align partner capabilities with IBM Consulting's advisory, implementation, integration, and managed security services to create differentiated, outcome-driven client solutions.

This is a quota-carrying sales leadership role focused on building executive relationships, developing joint go-to-market strategies, influencing sales outcomes, and driving measurable business impact through strategic alliances.

• Drive alliance growth and revenue: Develop and execute alliance business plans, create partner-sourced and partner-influenced pipeline, and achieve alliance-related revenue and growth objectives.
• Lead strategic partner relationships: Build and maintain executive-level relationships across partner sales, alliance, product, and channel organizations while serving as IBM Consulting's primary point of engagement.
• Develop and execute joint go-to-market initiatives: Drive co-selling motions, account planning, demand generation campaigns, and industry-focused growth programs that accelerate pipeline and market presence.
• Shape integrated cybersecurity solutions: Collaborate with sales, technical, and delivery teams to position joint solutions that combine partner technologies with IBM Consulting's advisory, implementation, integration, and managed security services.
• Support complex opportunities and executive engagement: Partner with client teams, CISOs, CIOs, and senior executives to align strategic priorities, strengthen competitive positioning, and increase win rates on key pursuits.
• Drive alliance governance and performance: Establish business reviews, success metrics, and executive governance processes that ensure accountability, investment alignment, and measurable results.
• Collaborate across IBM: Partner with consulting, sales, alliance, marketing, and delivery teams to maximize partner value and deliver business outcomes for clients.

This job can be performed from anywhere in the US.

Required technical and professional expertise

• 8+ years of experience in alliance management, business development, cybersecurity sales, consulting, or partner leadership roles.
• Proven track record of driving revenue growth through strategic technology partnerships, co-selling motions, and executive relationship management.
• Strong understanding of the cybersecurity technology landscape, including cloud security, identity and access management, security operations, threat detection and response, data protection, and network security.
• Experience influencing complex, multi-stakeholder opportunities and developing joint go-to-market strategies that deliver measurable business outcomes.
• Exceptional executive communication, negotiation, relationship management, and business development skills.

Preferred technical and professional experience

MBA or advanced degree is a plus

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.