Introduction
Join IBM Consulting to scale our AWS business in commercial markets, leveraging a deep IBM-AWS partnership across cloud, data, security, and AI. You will drive revenue, shape high-value transformations, and help clients convert cloud technology into sustained business advantage while advancing your career in a global, collaborative practice.
Lead growth for IBM Consulting’s AWS practice across commercial sectors by owning end-to-end pursuits for cloud migration, application modernization, data and AI, and industry cloud solutions. Co-sell with AWS, shape complex transformation programs, and convert pipeline into revenue and AWS consumption.
Your role and responsibilities
Key Responsibilities
* Sales and growth
* Own and drive AWS-centric consulting pursuits from ideation and qualification through close across assigned territories and industries.
* Build and mature a robust pipeline using disciplined governance and value-based selling; accelerate adoption in sectors such as Financial Services (commercial), Retail, CPG, Manufacturing, Energy, Telco, and Transportation.
* Develop pursuit plans aligned to AWS solution areas and IBM Consulting offerings; deliver bookings, margin, and consumption.
* Deal orchestration and solution shaping
* Orchestrate multidisciplinary teams (sales, architecture, delivery, alliances, commercial/finance) to craft differentiated solutions that integrate IBM capabilities with AWS.
* Shape solutions across hybrid/edge, app modernization and cloud-native, data/analytics, and AI/ML/GenAI with AWS best practices (AWS CAF, Well-Architected, Control Tower/landing zones, Zero Trust).
* Define delivery models, staffing estimates, risks, and pricing; lead clear conversations on architecture, delivery, risk, and value.
* RFP/RFI and proposals
* Lead RFP/RFI responses—win themes, solution narratives, commercials/pricing, and executive summaries—ensuring compliant, differentiated submissions.
* Coordinate inputs from architects, delivery leaders, product/industry SMEs; present to customer evaluation panels and procurement.
* Pipeline management and sales discipline
* Maintain accurate pipeline hygiene in Salesforce (or equivalent CRM).
* Drive qualification and progression using MEDDPICC/Challenger; lead pipeline reviews, forecasting, and deal health assessments with clear next steps and stakeholder maps.
* Customer and ecosystem engagement
* Serve as a trusted advisor to CIO/CTO/CDO/CFO and business leaders; deliver briefings, workshops/immersion days, and roadmaps tied to measurable business outcomes.
* Co-sell with AWS Account Managers and Solution Architects; align to programs such as MAP, OLA, Migration Evaluator, Well-Architected Reviews (and funding), ProServe, and AWS Marketplace (including private offers).
* Contribute to practice growth through repeatable offerings, industry propositions, and joint go-to-market strategies.
Required technical and professional expertise
What You Bring
* 7+ years in business development, consulting sales, or solutions sales within AWS/hyperscaler or consulting-led environments.
* Deep business development experience commercial sectors - banking & Finance, and/or energy utility preferred
* Proven track record closing large, complex consulting/transformation deals ($500K-$10M+ TCV).
* Expertise in RFP/RFI leadership, pursuit strategy, AWS-based solution shaping (migration, modernization, data, analytics, AI/ML/GenAI), consultative/value selling, and pipeline discipline.
* Strong knowledge of AWS across compute/containers/serverless; identity/security/governance; data/analytics; and AI/ML/GenAI—applying AWS CAF and Well-Architected best practices.
* Executive presence with excellent storytelling, negotiation, and stakeholder management; experience leading matrixed teams across sales, architecture, delivery, and finance/commercial.
* Commercial acumen in deal structuring, pricing, risk management, and value articulation.
Preferred technical and professional experience
Preferred Qualifications
* AWS certifications (Cloud Practitioner; Solutions Architect Associate/Professional; Security, Data/Analytics, or ML specialties).
* Experience co-selling via AWS Partner Central/ACE and leveraging MAP, OLA, Migration Evaluator, Well-Architected, ProServe, and AWS Marketplace.
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.
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