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Associate Partner, Financial Services & Regulatory Compliance in Toronto at IBM

Date Posted: 1/13/2019

Job Snapshot

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Job Description

IBM Global Services is the largest business services and technology provider in the world and the fastest growing business division of IBM with more than 190,000 employees serving clients in over 160 countries. Global Business Services (GBS) is the professional services arm and encompasses management consulting, systems integration, outsourcing and robotic process automation. Our Cognitive Process Services team integrates IBM's Finance, Procurement and Talent & Engagement consulting capabilities with Robotic Process Automation to enable clients to succeed through executable strategies, and deliver value through technology-enabled transformation.

The Cognitive Process Services practice provides unrivalled financial management capability combined with deep technological know-how. IBM is continuing to scale up our capabilities to optimize support of GBS business globally and our Financial Services Sector (FSS) team is growing rapidly. We wish to add senior executive talent to help drive our market growth and shape new solutions which deliver end-to-end transformation for our clients. We advise clients on strategy and implementation of innovative and complex transformational solutions that enables the Finance function to become efficient, and able to provide value added partnering support to the business. We help banks and other financial institutions address their most difficult regulatory and business problems and challenges.

An Associate Partner in CPS must be recognized as an expert in the marketplace with specific solution and industry knowledge; must have extensive sales experience and must have significant delivery experience. Our professionals possess unparalleled experience and insight gained through roles in the financial services industry, government, regulatory agencies, and law enforcement, and excel at helping our clients manage risks and resolve critical issues in today’s heightened regulatory climate.

The candidate should have demonstrated consistent, strong sales (through full sales cycle), engagement management, business operations, and mentoring or coaching skills and should be able to articulate complex problems where needed to affect changes for meeting market demands. Basic responsibilities of the Associate Partner candidate typically include performing the activities that support and manage the ongoing development of their practice area and leading the creation of new business opportunities with accountability for success through to the end of the engagement.

An Associate Partner assigned to this position is expected to have the proven experience and knowledge needed to lead in the creation and closure of new business opportunities, accountable for managing the financial success of that business. They must have demonstrated strong teaming and conflict management skills at the highest levels working across lines of business and in client situations. This requires that they can understand the most complex services engagements in their area of expertise with a demonstrated mastery of the appropriate methods and skills needed to drive future revenue. They are expected to contribute to and be held accountable for the attainment of business objectives in their area of practice; and to support the health and development of their area of practice through regular communication and participation in mentoring or coaching activities. They are expected to establish trusted long-term relationships with clients in their practice area through their ability to articulate industry leading solutions and by bringing the right resources to the client at the right time. They must develop strong and trusted relationships with other areas of IBM and team members to achieve quick responses to client demands.

This position requires the skills needed to win client trust and confidence leading to the acceptance of new proposals in a manner that supports and reinforces business objectives within their area of practice. They are expected to identify new business opportunities, lead the development of solutions supporting that opportunity, and to win that business for IBM.

This position is required to be client-facing, assigned to the development of new opportunities and services proposals more frequently than client billable engagements. The understanding of the interaction of business requirements to underlying technological needs is mandatory and the candidate must be able to identify ‘starburst’ business opportunities.

When not participating in new business development or bid and proposal activity, the Associate Partner is expected to participate in ongoing billable client activities where follow-on efforts are visualized, participate in the resolution of critical situations, participate in related Sector, Solution Area, or Community activities, and monitor the health of the practice.

The Associate Partner is also accountable for...
  • the financial success and client satisfaction of engagements under their direction.
  • defining criteria for the scope, risk and profitability of engagements, as well as the viability of entering new marketplaces and geographies.
  • identifying, qualifying, assisting, and managing the closing of new business.
  • developing lasting relationships based on mutual respect with clients’ decision makers.
  • significantly influencing client satisfaction with IBM through knowledge of industry, ability to articulate solution value, and services delivery.
  • directing the development new solution offerings or methods to support the penetration of new markets.
  • generate new sales typically in the range of $5M to 10M US annually.
Global knowledge sharing and management is key to IBM's success. Individuals will participate in, and/or be responsible for the creation, harvesting, protection and reuse of IBM's intellectual capital. They will participate actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchanges.

High-Level Qualifications:
  • Strong industry knowledge;
  • Functional and/or technical knowledge of the many aspects of Core Insurance and Banking systems (e.g. Policy and Claims administration) and systems development and management processes and methods;
  • Successful services sales track record and services delivery experience;
  • Proven track record in developing strong client relationships with a particular focus at the executive levels;
  • Proven track record in delivering successful projects, notably complex systems integration, and package implementations;
  • Exposure to and understanding of consulting services;
  • Strong communication skills including extensive experience dealing at the executive level;
  • Strong project management skills;
  • Demonstrated people management ability of senior staff;
  • Demonstrated project management and project governance ability;
  • Demonstrated business acumen including negotiation skills and contact/profit management;
  • Strong leadership skills and the ability to multitask within a fast paced and dynamic workplace.

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