Analyst Relations Manager, IBM Ecosystem
Introduction At IBM, work is more than a job - it's a calling:
To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk. Your Role and Responsibilities Preferred work location:
New York/North Castle, Raleigh, Boston, Austin, San FranciscoOur Role as a Team We engage industry analysts across the globe with IBM experts in business units and go-to-market teams. We build relationships to capture analyst mindshare and inform their voice to the market. We use that relationship to gain analyst insight to inform IBM's product and market strategy to drive revenue. It takes a unique personality type to shape and broker 3rd-party opinion with IBM intent. As owners of the analyst relationship, our roles demand curiosity, humility, and conviction that, when analysts and IBMers work together, we can deliver the ideal technologies and expertise to serve our clients. It takes grit to be in an AR, where individual reputation and expertise matter more than organizational position. The people who make up the AR team are specialists in relationship development, and in each of the market domains and offering portfolios IBM serves. We're coaches, chasers, and program managers of 100s of analyst interactions, research, activities, and the continuous information flow we drive in our quest to deliver value return from industry analysts. Our backgrounds are varied, our ambition singular. We organize around markets. We are a global team organized by market and responsible for serving every division of IBM. We also have an AR Strategy and Emerging Markets function that traverse business units, as well as a small geographic presence in Europe, AP and LA. We work in lockstep with the business. As a global team we work across all business unit, all geographies, all analyst firms. Key to IBM's success is our collaboration with business stakeholders and orchestration across the Analyst community in a purposeful series of interactions that builds lifelong relationships. Specific Job Role We seek an Analyst Relations Manager to support IBM's Ecosystem team and drive awareness on our Ecosystem model and strategy. The partner ecosystem is a growth engine that will establish IBM as a leader in hybrid cloud and AI. Recently, we unveiled an updated go-to-market model to help streamline the way our partners and their customers Build, Service and Sell with IBM. These initiatives and working groups represent the latest expansion of the IBM Ecosystem, which IBM CEO Arvind Krishna describes in our recent Annual Report as delivering value to our clients, our partners and IBM. The Ecosystem speaks to IBM's fundamental belief in the power of leveraging joint strengths to help solve the most complex challenges in business and society for clients with hybrid cloud and AI. Responsibilities Build the AR strategy and plan for your market to help you execute your business strategy and achieve your market goals Provide expertise to identify the right analyst(s) for your coverage area, and build a plan for the best mix of interactions, experts, and content to achieve business unit goals Orchestrate IBM's outbound engagement and participation in the Analysts' research agendas and published reports that matter most to your business Develop IBM's inbound engagement to inform our offering and market strategy to hone product/market fit Own the relationship with each Analyst and Analyst firms, and be accountable for the health and value return of that relationship over its lifetime Exposure:
Inform analysts on IBM's products and roadmaps to increase their advocacy to organizations to consider and purchase IBM Influence:
Influence Analysts to define and shape markets to better serve IBM's market position Insight:
Engage Analysts in our offering and market strategy to hone our product/market fit Knowledge Market:
Understands the market definition, key market forces and competitive landscape, and shows curiosity and interest in new and emerging trends and dynamics in the market. Analysts:
Identifies and tracks the analysts who specialize in this market, can segment these analysts into their relative importance and role in market, is current on their research and opinion of IBM and competitive alternatives, and up to speed on analyst firm policies and dynamics. Products:
Knows what products we offer, their key features and competitive differentiation, and can articulate client benefits illustrated with client references and use cases. IBM:
Can articulate the IBM strategy and key initiatives of the company at a high level, and how their portfolio set fits and adds differentiating value in that overall context. Skills Relationships:
Builds trusted and enduring relationships with analysts and IBMer of all personalities and work styles. Communicative:
Articulate in spoken and written format in 1 1 and 1-to-many forums with analysts, senior executives, and experienced subject matter experts. Persuasive:
Engages in healthy informed dialog where opinions differ and are strongly held, and does so in a way that helps others see another point of view while maintaining respect between all parties. Strategic:
Can reconcile knowledge of IBM business needs with key analyst opinion and research agendas to build out the strategy, engagement plan, and tactics to effectively drive to outcome. Organized:
Can multi-task, prioritize and be responsive to the needs of IBMers, Analysts and fellow members of the cross-functional team. Plans the work, and works the plan. Desired job experience and skills We're particularly interested in Analyst Relations or other experience and knowledge related to the following areas:
IBM servers and software; middleware; hybrid cloud platforms; aaS - as a service and cloud concepts. DNA Engaged:
Listens and looks to the future in order to be prepared to maximize return for IBM. Trusted:
Can hold opinion, delivers on commitments, and build trusted relationships with mutual respect. Relentless:
Navigates though IBM to find information and align people and decisions on behalf of our market position and analyst interaction. Agile:
Has a growth mindset to work in a dynamic team environment and constantly looks for ways to improve our work and our outcomes. Judgement:
Exhibits great judgment and has self-confidence in their own judgement, knowing what to prioritize and when to push back. Consummate IBMer:
Brings authentic self to IBM and focuses on what is best for IBM above personal ambition. Required Technical and Professional Expertise 4
Years experience and expertise in analyst relations - leadership capabilities; strong communication skills. Preferred Technical and Professional Expertise Ecosystem industry experience and/or strong knowledge of the Ecosystem, alliance landscape; people management.
Salary Range:
$80K -- $100K
Minimum Qualification
Business AnalysisEstimated Salary: $20 to $28 per hour based on qualifications.
To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk. Your Role and Responsibilities Preferred work location:
New York/North Castle, Raleigh, Boston, Austin, San FranciscoOur Role as a Team We engage industry analysts across the globe with IBM experts in business units and go-to-market teams. We build relationships to capture analyst mindshare and inform their voice to the market. We use that relationship to gain analyst insight to inform IBM's product and market strategy to drive revenue. It takes a unique personality type to shape and broker 3rd-party opinion with IBM intent. As owners of the analyst relationship, our roles demand curiosity, humility, and conviction that, when analysts and IBMers work together, we can deliver the ideal technologies and expertise to serve our clients. It takes grit to be in an AR, where individual reputation and expertise matter more than organizational position. The people who make up the AR team are specialists in relationship development, and in each of the market domains and offering portfolios IBM serves. We're coaches, chasers, and program managers of 100s of analyst interactions, research, activities, and the continuous information flow we drive in our quest to deliver value return from industry analysts. Our backgrounds are varied, our ambition singular. We organize around markets. We are a global team organized by market and responsible for serving every division of IBM. We also have an AR Strategy and Emerging Markets function that traverse business units, as well as a small geographic presence in Europe, AP and LA. We work in lockstep with the business. As a global team we work across all business unit, all geographies, all analyst firms. Key to IBM's success is our collaboration with business stakeholders and orchestration across the Analyst community in a purposeful series of interactions that builds lifelong relationships. Specific Job Role We seek an Analyst Relations Manager to support IBM's Ecosystem team and drive awareness on our Ecosystem model and strategy. The partner ecosystem is a growth engine that will establish IBM as a leader in hybrid cloud and AI. Recently, we unveiled an updated go-to-market model to help streamline the way our partners and their customers Build, Service and Sell with IBM. These initiatives and working groups represent the latest expansion of the IBM Ecosystem, which IBM CEO Arvind Krishna describes in our recent Annual Report as delivering value to our clients, our partners and IBM. The Ecosystem speaks to IBM's fundamental belief in the power of leveraging joint strengths to help solve the most complex challenges in business and society for clients with hybrid cloud and AI. Responsibilities Build the AR strategy and plan for your market to help you execute your business strategy and achieve your market goals Provide expertise to identify the right analyst(s) for your coverage area, and build a plan for the best mix of interactions, experts, and content to achieve business unit goals Orchestrate IBM's outbound engagement and participation in the Analysts' research agendas and published reports that matter most to your business Develop IBM's inbound engagement to inform our offering and market strategy to hone product/market fit Own the relationship with each Analyst and Analyst firms, and be accountable for the health and value return of that relationship over its lifetime Exposure:
Inform analysts on IBM's products and roadmaps to increase their advocacy to organizations to consider and purchase IBM Influence:
Influence Analysts to define and shape markets to better serve IBM's market position Insight:
Engage Analysts in our offering and market strategy to hone our product/market fit Knowledge Market:
Understands the market definition, key market forces and competitive landscape, and shows curiosity and interest in new and emerging trends and dynamics in the market. Analysts:
Identifies and tracks the analysts who specialize in this market, can segment these analysts into their relative importance and role in market, is current on their research and opinion of IBM and competitive alternatives, and up to speed on analyst firm policies and dynamics. Products:
Knows what products we offer, their key features and competitive differentiation, and can articulate client benefits illustrated with client references and use cases. IBM:
Can articulate the IBM strategy and key initiatives of the company at a high level, and how their portfolio set fits and adds differentiating value in that overall context. Skills Relationships:
Builds trusted and enduring relationships with analysts and IBMer of all personalities and work styles. Communicative:
Articulate in spoken and written format in 1 1 and 1-to-many forums with analysts, senior executives, and experienced subject matter experts. Persuasive:
Engages in healthy informed dialog where opinions differ and are strongly held, and does so in a way that helps others see another point of view while maintaining respect between all parties. Strategic:
Can reconcile knowledge of IBM business needs with key analyst opinion and research agendas to build out the strategy, engagement plan, and tactics to effectively drive to outcome. Organized:
Can multi-task, prioritize and be responsive to the needs of IBMers, Analysts and fellow members of the cross-functional team. Plans the work, and works the plan. Desired job experience and skills We're particularly interested in Analyst Relations or other experience and knowledge related to the following areas:
IBM servers and software; middleware; hybrid cloud platforms; aaS - as a service and cloud concepts. DNA Engaged:
Listens and looks to the future in order to be prepared to maximize return for IBM. Trusted:
Can hold opinion, delivers on commitments, and build trusted relationships with mutual respect. Relentless:
Navigates though IBM to find information and align people and decisions on behalf of our market position and analyst interaction. Agile:
Has a growth mindset to work in a dynamic team environment and constantly looks for ways to improve our work and our outcomes. Judgement:
Exhibits great judgment and has self-confidence in their own judgement, knowing what to prioritize and when to push back. Consummate IBMer:
Brings authentic self to IBM and focuses on what is best for IBM above personal ambition. Required Technical and Professional Expertise 4
Years experience and expertise in analyst relations - leadership capabilities; strong communication skills. Preferred Technical and Professional Expertise Ecosystem industry experience and/or strong knowledge of the Ecosystem, alliance landscape; people management.
Salary Range:
$80K -- $100K
Minimum Qualification
Business AnalysisEstimated Salary: $20 to $28 per hour based on qualifications.
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