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Introduction

We are seeking an experienced Go-to-Market and Business Development Leader to spearhead our Application Modernization offering. This offering leverages Generative AI and agentic AI on hybrid cloud to modernize clients’ legacy IT applications, unlocking advanced intelligence and efficiency across industries. In this role, you will define and execute the global go-to-market strategy, tailor solutions to industry-specific needs, and drive rapid adoption of our modernization services. Success will be measured by sales pipeline growth, deal signings, new client acquisitions, and broad market adoption of our AI-driven modernization solutions - including influence with industry analysts and deep partnerships with hyperscalers (AWS, Microsoft, Google).

Your role and responsibilities

* Go-to-Market Strategy & Revenue Growth: Develop and execute a global GTM strategy for the Application Modernization offering, aligning cross-functional teams (sales, marketing, delivery) around clear growth objectives. Focus on accelerating pipeline generation and deal closure to meet or exceed revenue targets and signing goals. Continuously refine market segmentation and priorities, balancing a broad cross-industry approach with targeted plays in key verticals.

* Thought Leadership & Offering Definition: Provide strong thought leadership to shape the offering’s value proposition and roadmap. Identify emerging trends (e.g. GenAI, agent-based automation) and integrate them into our services to address client challenges. Define client needs and craft compelling modernization solutions that address technical debt, legacy system risks, and cloud adoption challenges in each sector. Serve as the "voice of the offering," articulating our strategy and differentiation to clients, partners, and industry analysts.

* Strategic Client Engagement: Engage directly with C-level executives and client stakeholders to understand business objectives and legacy pain points. Play a lead role in guiding clients’ modernization journeys - from initial assessments through solution envisioning and value case development. Shape proposals and consulting engagements that demonstrate how our GenAI-powered approach will drive tangible business outcomes (improved agility, cost savings, faster time-to-market, etc.). Ensure high client satisfaction and referenceability by overseeing delivery handoff and tracking realized value.

* Alliance & Ecosystem Partnerships: Forge strong partnerships with major cloud and technology providers (especially AWS, Microsoft Azure, and Google Cloud) to enhance our offering’s capabilities and market reach. Collaborate on joint go-to-market initiatives and co-sell strategies that position our services alongside partner platforms. Also engage with ISV partners, data/AI platform providers, and advisory firms to create a robust ecosystem supporting our modernization practice. Leverage these alliances to tap into partner channels, earn vendor endorsements, and stay at the cutting edge of hybrid cloud and AI innovations.

* Market Presence & Analyst Relations: Act as a public thought leader for application modernization with AI. Represent the company at conferences, webinars, and industry panels, sharing insights on modernizing legacy estates with GenAI and agentic automation. Publish white papers or blog posts to educate the market and fuel demand. Proactively manage relationships with industry analysts (Gartner, Forrester, etc.), ensuring our offering is well-understood and favorably positioned in evaluations. Drive external recognition (e.g. strive for leadership rankings in relevant market reports) as a means to build credibility and trust in our solutions.

* Cross-Functional Leadership: Collaborate closely with internal teams to ensure successful offering execution. Work with Product/Engineering to refine solution accelerators and reference architectures. Partner with Delivery and Practice teams to ensure we have the required skills, methodologies, and capacity for scaling modernization projects. Enable the worldwide salesforce with training, playbooks, and case studies so they can effectively sell the offering. Guide regional business development leads by sharing best practices, monitoring progress, and mentoring them on executing the GTM playbook. Adjust strategies based on feedback and market dynamics to continuously improve results.

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

* Leadership in Tech Go-to-Market: 10+ years of experience in technology services go-to-market, sales, or business development, with a proven track record of driving revenue growth for complex solutions. Experience formulating and executing GTM strategies at a global or multi-region level. Demonstrated ability to build and manage a high-volume sales pipeline and consistently exceed targets.

* Domain Expertise: Deep knowledge of application modernization, cloud platforms (hybrid/multi-cloud), and modern IT architectures. Familiarity with AI/ML technologies (especially Generative AI and intelligent agent frameworks) and their use in transforming legacy systems is essential. Able to credibly discuss technical concepts like microservices, cloud-native development, DevOps, and legacy migration approaches with clients and internal teams.

* Industry Acumen: Broad cross-industry experience with the ability to contextualize solutions for different sectors (e.g., finance, healthcare, manufacturing, etc.). Deep expertise in at least one industry vertical - understanding that sector’s regulatory environment, legacy challenges, and emerging trends - to inform tailored go-to-market strategies. This blend of breadth and depth enables identifying "the opportunity in each client’s sector" and crafting resonant value propositions.

* Strategic Thinking & Communication: Excellent strategic planning, analytical, and problem-solving skills. Capable of synthesizing market insights and company capabilities into a coherent plan of action. Outstanding communication skills with an executive presence - able to craft and deliver compelling narratives to C-suite audiences, write thought leadership material, and engage in consultative discussions. Fluent in influencing senior stakeholders and building consensus around new ideas.

* Partnership and Alliance Management: Experience developing strategic partnerships or alliances in the tech industry. Strong ability to collaborate with global cloud providers or technology partners (such as AWS, Azure, Google Cloud) on joint initiatives. Proven skill in navigating partner organizations, co-selling, and leveraging partner programs to drive mutual growth. Existing network or relationships in the cloud/AI ecosystem 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.