Associate Partner-AWS GTM Leader

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

Seeking cloud services professionals with deep expertise in AWS, ideally within the consulting or tech services sector with industry focus around Tech & Media. The ideal candidate will have a strong understanding of AWS offerings, industry trends, and the partner ecosystem. Proven sales acumen, including experience closing complex deals and managing large-scale implementations, is essential. Leadership skills, including mentoring junior team members and supporting the growth of IBM Consulting's AWS practice in the specific industries, are also key.Lead AWS Cloud Migration opportunities across Media, Tech, and Entertainment industries for pipeline management and demand generation ~3x of signing targets.

Be a trusted advisor to our clients, Lead Client Partner to drive AWS migration projects to deliver clients business value.

Deliver End to End migration projects within budget and timeline with defined outcomes to drive client success.

Manage contracts, pricing and resources for the cloud migration projects.

Should able to close opportunities with signings targets of $10M.

Understand our client's strategic needs, business objectives, articulate and formulate proposals and statements of work which are aligned to client buyer values.

Responsible for working with AWS & IBM to develop a strong AWS collaboration in technology, solution roadmaps and lead/participate in large transactions.

Evangelize HCD service offerings as a change agent for early engagement, deal registrations and incentive realization.

Drive joint Go-To-Market campaigns, business development workshops to build and maintain pipeline on a rolling basis, build references and case studies.

"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 at home. The 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 preapproved by your manager before any changes are made. This Job can be performed from anywhere in the US."

Required technical and professional expertise

• Lead AWS cloud migration projects, from opportunity identification to full delivery, achieving signing targets (~$10M per deal).

• Serve as a trusted advisor, aligning migration projects with clients' strategic needs and business objectives.

• Manage contracts, pricing, resources, and project execution to deliver outcomes on time and within budget.

• Collaborate with AWS and IBM to strengthen partnerships, develop solution roadmaps, and participate in large-scale transactions.

• Evangelize cloud and HCS service offerings, driving early engagement, deal registrations, and incentive realization.

• Execute joint Go-To-Market campaigns, workshops, and business development activities to maintain a robust pipeline and generate references/case studies.

• Establish client value propositions connecting strategic, financial, and operational metrics to near- and long-term business improvements.

• Proven experience leading large AWS migration programs in Tech & Media.

• Strong business development skills with a track record of achieving significant signing targets.

• Ability to communicate effectively with senior executives and translate technical opportunities into business outcomes.

• Experience collaborating with AWS and other partners to drive strategic solutions.

Preferred technical and professional experience

AWS Certifications

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.