Associate Partner Energy and Utilities Cybersecurity

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

As an Associate Partner within IBM Consulting’s North America Cybersecurity Services organization, you will be at the forefront of our mission to protect clients from cyber threats while driving business growth. This dynamic role combines sales ownership, service delivery excellence, and strategic thinking. This role is pivotal in building, shaping, and leading our Energy and Utility space, equipping us to effectively address the distinctive challenges presented by the industry. You will collaborate closely with clients and internal teams to develop and deliver cutting-edge cybersecurity solutions. Additionally, as part of the go-to-market team, you will play a crucial role in shaping the strategy and execution of our market expansion efforts. This role is ideal for a proactive, results-driven professional with a passion for technology and cybersecurity. Are you ready to join a pioneering team dedicated to shaping the future of the industry?

Role and Responsibilities:

• Market Strategy and Collaboration: Develop and execute comprehensive go-to-market strategies for our cybersecurity solutions, identifying key target accounts and opportunities. Work with the marketing team to create compelling marketing campaigns, content, and collateral that resonate with the industry.

• Business Development: Drive business growth by identifying and engaging potential clients, partners, and channels within the industry.

• Competitive Analysis: Continuously monitor the competitive landscape and market trends to identify opportunities and threats.

• Client Engagement and Relationship Management: Build and nurture relationships with key decision-makers in the industry, understanding their pain points and needs by effectively articulating cybersecurity solutions and ensuring client satisfaction. Listen to current and future clients, understanding market needs and accelerating the service line’s maturity. Collaborate with clients and 3rd party contributors to ensure timely and professional execution.

• Proposal Development: Identify new business opportunities, actively participate in solution development, and lead in winning new business by drafting and reviewing proposals.

• Solutioning: Collaborate with the solution design and architecture teams to ensure our cybersecurity solutions align with market needs and trends in the industry.

• Sales and Service Delivery: Support both sales of new business opportunities and service delivery to clients, ensuring a comprehensive understanding of large and complex services engagements.

• Project Execution: Facilitate the organization of project strategies and teams for seamless client delivery, while actively engaging in project execution when required and adeptly resolving any emerging project challenges. Serve as a strategic collaborator for clients, comprehending their objectives and aiding in their realization. Keep abreast of industry trends and technological advancements to proactively prevent technical complications.

• Financial Accountability: Be accountable for driving annual signings and managing revenue. Be accountable for the financial success of engagements directly managed, as well as generating services revenue through the sales of new business. Meet sales targets and service delivery expectations. Set and achieve revenue and gross profit targets and KPIs related to market expansion efforts.

• Technical Expertise: Possess a deep understanding of large and complex services engagements in the cybersecurity field, leveraging expert knowledge to solve business problems specific to the client's industry.

• Mentorship and Coaching: Contribute to the growth of intellectual capital within the cybersecurity practice area and support the development of other consultants through mentoring and coaching activities.

Required technical and professional expertise

• 5+ years of experience in Energy and Utility cybersecurity with deep understanding of the industry, including key players, trends, and challenges

• 15+ years of experience in security consulting in a top-tier professional services firm

• Expert knowledge of cybersecurity methods, tools, and industry best practices

• Excellent interpersonal and communication skills to articulate complex solutions and build lasting client relationships

• Results-oriented mindset and proven experience in cybersecurity services with a strong track record of meeting sales, revenue, and gross profit targets

• Demonstrated creativity and innovation in identifying and pursuing new business opportunities

• Lead cross-functional teams in analyzing client systems and aligning requirements with needs

• Basic project management experience, including orchestrating technical teams in specialized areas

• Familiarity with drafting and reviewing contractual requirements, including RFI, RFP responses, contracts, and Statements of Work

• Strong mentoring and coaching abilities to develop junior consultants

Preferred technical and professional experience

• Experience in Consulting and Systems Integration in the Energy and Utility cybersecurity industry, with a proven sales and service delivery track record

• MBA or Master's Degree in Information Systems or Cybersecurity

• Proven engagement in the industry, such as speaking at security conferences, published works, and participation in working groups

• Deep understanding of industry standards and regulations and business models

• Strong business acumen with ability to advise at the C-Suite level, beyond IT

• Experience in delivering large-scale cybersecurity transformation programs

• Experience collaborating with diverse teams to develop solutions

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.