Introduction

IBM is at an inflection point in AI — and we're building the team that will define how we win. We're hiring three senior leaders to shape and execute IBM's AI partnership strategy across the AI and Technology ecosystem. This is not an alliance management role. This is an executive builder's role.

You will work directly with executive leadership to set the strategic direction for AI partnerships, identify and close high-impact deals, and drive real revenue through tightly orchestrated GTM motions. You'll operate at the intersection of AI strategy, partner origination, and cross-functional execution. You execute with conviction and know the balancing act that is required to win with partners both immediately and long -term.

Your role and responsibilities

Set AI Partnership Strategy

– Define IBM's AI partnership thesis — where we hunt, why it matters, and how platform shifts should influence our long-term bets

– Develop decision criteria for which partners we pursue, monitor, or walk away from

– Advise senior leadership on tradeoffs, opportunity cost, and market positioning

Originate & Close High-Impact Deals

– Source net-new AI partnerships and structure complex, multi-year commercial agreements

– Own rigorous partner evaluation frameworks — assessing differentiation, defensibility, and execution maturity

– Be comfortable saying no. Not every partner is the right partner.

Drive Revenue Through GTM Execution

– Turn partnerships into measurable revenue through solution-led GTM motions built in close partnership with sales

– Lead cross-functional execution across product, marketing, legal, finance, and comms

– Deliver real integrations and market-ready solutionss

Operate as a Trusted Executive Presence

– Build credibility with C-suite stakeholders inside and outside IBM

– Frame complex decisions clearly, balancing long-term vision with pragmatic, actionable strategy

– Translate strategy into guidance that shapes product roadmaps and partnership priorities without requiring line authority

Required education

High School Diploma/GED

Required technical and professional expertise

You're a rare combination: a strategic thinker who can also close. You move fast in ambiguous markets, you have strong judgment about what matters, and you've built things before. You don't wait for permission.

– 10+ years of experience in AI partnerships, ISV/cloud ecosystems, strategic alliances, or corporate strategy ideally within or alongside a major enterprise tech company

– Proven track record originating and closing high-value partner relationships, not just managing them

– Deep fluency in the AI market - you understand the technology well enough to be credible with engineers and trusted by executives

– Experience with GTM motions that tie directly to revenue - you know what drives pipeline and you've built the playbooks

– Strong analytical rigor — you can synthesize market data, customer needs, and internal priorities into exec-ready recommendations

– Exceptional communicator who can influence without authority across product, sales, legal, and finance

– MBA or equivalent experience preferred; what matters most is the track record

Preferred technical and professional experience

AI & Business Fluency, Partner Origination & Deal Making, Revenue-Driven GTM Leadership, Cross-Functional Execution, AI Strategy & Market Thesis, Partner Evaluation & Diligence, Decision Criteria & Governance, and Executive Advisory & Communication