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Associate Partner- Utilities

IBM Canada

This is a Contract position in Toronto, ON posted January 4, 2021.

IBM Global Business Services (GBS): Join a Leader. Consult with us.

In Canada, GBS’ Utilities Practice delivers strategic consulting and applications services to electric, gas and water utility companies.


Reporting to a Partner, the Associate Partner will maintain an effective business relationship with the client’s management team and influence the overall success of GBS offerings within the utilities market. S/he will work to determine the client’s needs and translate these needs into opportunities for IBM. Primary interfaces within IBM will be the GBS team (industry experts, solution owners, your GBS peers) and the client team (which has overall IBM account responsibility).

Your Role and Responsibilities
The Associate Partner will lead the creation of new business opportunities within the utilities market and will be accountable for success through to the end of client engagements. Must have extensive sales experience, a track-record of effective leadership and must be recognized as an expert within the utilities industry.

The Associate Partner will be accountable for the financial success and client satisfaction of engagements under his/her direction. S/he will define criteria for the scope, risk and profitability of engagements, as well as the viability of new business opportunities.

This individual will identify, qualify, assist, and manage the closing of new business. S/he will develop lasting relationships based on mutual respect with clients’ decision makers. The Associate Partner will significantly influence client satisfaction through knowledge of the digital agency industry and how that fits with the utilities market. In addition, the Associate Partner will possess an ability to articulate solution value and leadership of services delivery. S/he will direct the development of new solution offerings or methods to support the penetration of new markets.

The Associate Partner will contribute to and be held accountable for the attainment of business objectives in his/her area of the practice. S/he will also support the health and development of the practice through regular communication and participation in mentoring or coaching activities. Must develop strong and trusted relationships with other areas of IBM and with team members to achieve quick responses to client demands. S/he will participate actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchanges

Required Technical and Professional Expertise
• Significant experience in working with the utilities sector including knowledge of current industry trends, buying patterns and procurement
• Sales and delivery experience in one or more core solution areas
o Digital Reinvention
o Business decision support leveraging analytics and AI
o Software implementation – on premise and/or cloud including ERP, Work and Asset Management and other COTS
o Business process transformation and outsourcing
o Application managed services
• Proven track record of meeting sales targets
• Proven track record in delivering successful projects, notably complex systems integration, and package implementations
• A relevant academic background, preferably with accreditation from a professional association
• At least 10 years of progressive post-graduate business experience
• Proven ability to communicate effectively at the executive level

Preferred Technical and Professional Expertise
• Demonstrated people management ability to lead and mentor staff of all levels
• Demonstrated business acumen including superior negotiation skills and contract/profit management
• Strong leadership skills and the ability to multi-task within a fast-paced and dynamic workplace
• Willing and able to travel as required

About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world’s economy. IBM Services partners with the world’s leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBM
What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

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