Senior Director Business Development & Solutions Portfolio IBM Juniper Networks Sunnyvale

Job description
Position Summary
The Director of Business Development & Solutions Portfolio, Strategic Alliances, will play an important role in the elevation and growth of IBM as a Global Account and Strategic Alliance, to transition from a resell model, towards a Service-led solutions model. This role will focus primarily on inserting Juniper products and technology into the IBM Mainstream Businesses, primary the joint focus areas of Cloud and Analytics, by executing a Services-led engagement model for Network Transformation & Modernization.



While this role is not a sales position and does not carry quota, it is a critical role for mid- and long-term revenue generation since much of our success will be dependent on our ability to include Juniper products into the IBM solution offerings that can then be taken into the market via this strategic alliance partner and its Global Sales organization.



The Director will be the point person to drive and manage solution development activity working closely with Strategy, Engineering, Marketing, Sales and all the relevant functions of Juniper and of IBM. This activity will include elaboration of business plans, definition of requirements for a joint value proposition, assessment of the competitive landscape, development of solution alternatives, sales packaging and marketing considerations, and selling of the agreed solutions across the Field Organizations of both Juniper and of IBM. The Director will manage both the Top-Down BU-to-BU corporate initiative for a Global roll-out, but also the Bottom-Up best practices, to be productized and replicated globally.



The Director will work in close cooperation with the CTO of the Alliance, with the Head of Global Sales of the IBM Global Account & Alliance, and with all the other Business functions of the Alliances. The Director of Business Development, IBM Global Account & Alliance, will also have frequent contacts with senior executives of both IBM and Juniper, and will have to be able to present business plans to a C-level audience.

Primary Responsibilities
Continue to develop and strengthen existing alliance solutions between Juniper and IBM
Identify and cultivate new avenues for revenue growth for the alliance consistent with the corporate strategy
Leverage, orchestrate and rally the resources across Juniper to bring the full potential of the company’s resources to bear on sales opportunities.
Leverage, orchestrate and rally the resources within IBM to ensure that leading with Juniper provides a competitive advantage to IBM offers.
Establish a sound framework across global geographies to ensure that IBM’s differentiated value proposition is understood and executed through the Juniper field organization.
Develop and maintain strong working relationships at the business level of major alliance partner

· Develop and maintain strong partnership with Business Groups within Juniper to identify strategic needs
Work with CTO’s and lead technical architects to identify potential technology collaboration opportunities, define joint solutions, help develop business cases and go-to-market strategy
Work with the Field Enablement stakeholders of both IBM and Juniper, in order to commercialize with joint solutions within the shortest TTM
Gain stakeholder support across company resources to support the alliances’ initiatives on a global basis
Institute metrics to measure health of specific solutions/alliance





Preferred Qualifications


The ideal candidate for the position should have a minimum of 10-15 years of business development and partnering experience, with at least 5 years spent in the Telco Service Providers, Cloud providers, Large Enterprise Data Center, and the general networking industry
3-5 years experience working knowledge of “the major alliance partner” in a business development or similar capacity
The ideal candidate will be an entrepreneurial self-starter with a successful track record of developing and growing successful Service-led solutions with alliance partners and/or customers.
Track record of identifying and developing new revenue opportunities
Extremely strong communication skills will be required in order to gain trust and credibility across “major alliance partner” and Juniper organizations
Experience working in a matrixed organization
Experience with negotiations
Must exhibit a high degree of business maturity and communicate effectively at the Senior Management and Executive levels
International market development experience is preferred
Experience working with IBM is preferred but not required
A MBA is preferred but not required
A true team player with the experience of a multicultural & international environment, and collaboration over multiple locations. The knowledge of a European language is a plus.

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