Capgemini
Security Initiative Leader - Red Hat Alliance Initiative and GTM Leader
Capgemini, Atlanta, Georgia, United States, 30383
Job Description
Security Initiative Leader – Red Hat Alliance Initiative and GTM Leader (053244). The Global IBM Alliance seeks a Managing Consultant/Senior Manager/Manager to drive enterprise security initiatives for Hybrid Cloud in the Americas.
Location:
North America, likely US (travel upon lifting of travel bans).
Background:
The candidate should have a background in technology‑business consulting and initiative/solution‑driven business development, with familiarity in IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security.
Role Description:
Co‑create joint IBM/Capgemini growth initiatives, build solution packages, develop business plans, and work with marketing and sales to maximize exposure. Develop a global community of IBM practitioners and support the sales process. Work under the leadership of the two Executive Sponsors for the Enterprise Security Initiative in the Americas and the Global Partner Executive for the IBM/Red Hat alliance partnership, Scott Kruglewicz.
Responsibilities
GTM of global initiatives leveraging IBM Enterprise Security Portfolio to fuel the funnel and meet targets.
Drive marketing and sales activities with GSOs, CMAs, and BU alliance teams to increase executive awareness of IBM technology and Capgemini solutions.
Collaborate with IBM Enterprise Security Representatives and local alliance managers to drive the registration and tracking of IBM license influence for focus areas.
Identify KPIs and assess results, gaps and lessons learned for appropriate market adjustments.
Pipeline tracking and funnel progression follow‑up activities.
Actively support account executives and bid teams.
Internal field engagement: work closely with Executive Sponsors to ensure initiatives support the European Enterprise Security growth strategy and are consistent within the global security partner landscape.
Close collaboration with Cyber Security COE’s/SOC’s responsible for global cyber security strategic initiatives and the Cyber Security teams in Americas SBU and worldwide.
Develop strong relationships with key Capgemini stakeholders throughout the Americas SBU organization (COE’s, SOC’s, Cyber Security teams, sales, delivery, alliance, industry, marketing, etc.).
Collaborate with sector and BU alliance managers to support specific marketing strategy.
External engagement with IBM: develop strong relationships with key IBM stakeholders (alliance, partners, channels, industry, product development, sales, etc.) to increase IBM value to the Capgemini Field and IBM.
Growth initiatives development and deployment: identify, develop, package, educate, and assist in the global deployment of IBM initiatives.
Roll‑out repeatable campaigns to push forward growth initiatives in order to increase the field sales capabilities.
Drive joint collaboration between IBM and Capgemini across the Americas SBU.
Create, organize, and maintain detailed and thorough solution sets for all initiatives under ownership.
Marketing: align strongly with sector teams within Capgemini and IBM; coordinate with IBM global alliance marketing, IBM marketing, Capgemini marketing, KM and SMEs to collect IBM collateral. Create/update Capgemini‑IBM offering sales‑support documentation and collateral; monitor engagements globally in focus areas; market initiatives internally through articles and externally with IBM; actively participate in the organization of European and global events related to security.
Knowledge Management: coach and guide IBM KM by creating packaged responses and FAQs to help the field win business; develop and maintain KM and alliance portal pages dedicated to IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security solutions.
IBM Partnership: help drive the IBM partnership to enable a win‑win relationship; engage with IBM for joint solution development and deployment; stay up‑to‑date with the latest IBM innovation and value proposition.
Critical Success Factors
Good understanding of IBM Enterprise Security Solutions and the global cyber security marketplace.
Point of view on how to create business value leveraging cyber security and supporting customers in their enterprise security journey.
Good knowledge and understanding of the Capgemini Global Cyber Security portfolio of solutions:
Cybersecurity Defense Maturity Evaluation
Cybersecurity Transformation
Cybersecurity Device Management
Secure IoT/OT Services
Managed Detection and Response
Network Security and Segmentation
Penetration Testing, Red Teaming and Threat Simulation
Secure Remote Working and Collaboration Solutions
Strong focus on business development resulting in quantifiable results.
Strong internal network at Capgemini.
Leadership skills to gain buy‑in, influence, and motivate others to adopt the solution.
Collaboration with knowledge management and marketing to develop strong material.
Ambassador with internal marketing within Capgemini via webcasts, talent, etc.
Active engagement with account executives on CMAs, BU alliance leaders, and practices leadership.
Candidate should be flexible/willing to work across this delivery landscape which includes, and is not limited to, Agile Applications Development, Support, and Deployment.
Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.
Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.
This is a general description of the duties, responsibilities, and qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.
Capgemini is a global leader in consulting, digital transformation, technology and engineering services. The Group is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50‑year+ heritage and deep industry‑specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. Today, it is a multicultural company of 270,000 team members in almost 50 countries. With Altran, the Group reported 2019 combined revenues of €17 billion.
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Location:
North America, likely US (travel upon lifting of travel bans).
Background:
The candidate should have a background in technology‑business consulting and initiative/solution‑driven business development, with familiarity in IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security.
Role Description:
Co‑create joint IBM/Capgemini growth initiatives, build solution packages, develop business plans, and work with marketing and sales to maximize exposure. Develop a global community of IBM practitioners and support the sales process. Work under the leadership of the two Executive Sponsors for the Enterprise Security Initiative in the Americas and the Global Partner Executive for the IBM/Red Hat alliance partnership, Scott Kruglewicz.
Responsibilities
GTM of global initiatives leveraging IBM Enterprise Security Portfolio to fuel the funnel and meet targets.
Drive marketing and sales activities with GSOs, CMAs, and BU alliance teams to increase executive awareness of IBM technology and Capgemini solutions.
Collaborate with IBM Enterprise Security Representatives and local alliance managers to drive the registration and tracking of IBM license influence for focus areas.
Identify KPIs and assess results, gaps and lessons learned for appropriate market adjustments.
Pipeline tracking and funnel progression follow‑up activities.
Actively support account executives and bid teams.
Internal field engagement: work closely with Executive Sponsors to ensure initiatives support the European Enterprise Security growth strategy and are consistent within the global security partner landscape.
Close collaboration with Cyber Security COE’s/SOC’s responsible for global cyber security strategic initiatives and the Cyber Security teams in Americas SBU and worldwide.
Develop strong relationships with key Capgemini stakeholders throughout the Americas SBU organization (COE’s, SOC’s, Cyber Security teams, sales, delivery, alliance, industry, marketing, etc.).
Collaborate with sector and BU alliance managers to support specific marketing strategy.
External engagement with IBM: develop strong relationships with key IBM stakeholders (alliance, partners, channels, industry, product development, sales, etc.) to increase IBM value to the Capgemini Field and IBM.
Growth initiatives development and deployment: identify, develop, package, educate, and assist in the global deployment of IBM initiatives.
Roll‑out repeatable campaigns to push forward growth initiatives in order to increase the field sales capabilities.
Drive joint collaboration between IBM and Capgemini across the Americas SBU.
Create, organize, and maintain detailed and thorough solution sets for all initiatives under ownership.
Marketing: align strongly with sector teams within Capgemini and IBM; coordinate with IBM global alliance marketing, IBM marketing, Capgemini marketing, KM and SMEs to collect IBM collateral. Create/update Capgemini‑IBM offering sales‑support documentation and collateral; monitor engagements globally in focus areas; market initiatives internally through articles and externally with IBM; actively participate in the organization of European and global events related to security.
Knowledge Management: coach and guide IBM KM by creating packaged responses and FAQs to help the field win business; develop and maintain KM and alliance portal pages dedicated to IBM Security Digital Trust, IBM Security Threat Management, and Cloud Security solutions.
IBM Partnership: help drive the IBM partnership to enable a win‑win relationship; engage with IBM for joint solution development and deployment; stay up‑to‑date with the latest IBM innovation and value proposition.
Critical Success Factors
Good understanding of IBM Enterprise Security Solutions and the global cyber security marketplace.
Point of view on how to create business value leveraging cyber security and supporting customers in their enterprise security journey.
Good knowledge and understanding of the Capgemini Global Cyber Security portfolio of solutions:
Cybersecurity Defense Maturity Evaluation
Cybersecurity Transformation
Cybersecurity Device Management
Secure IoT/OT Services
Managed Detection and Response
Network Security and Segmentation
Penetration Testing, Red Teaming and Threat Simulation
Secure Remote Working and Collaboration Solutions
Strong focus on business development resulting in quantifiable results.
Strong internal network at Capgemini.
Leadership skills to gain buy‑in, influence, and motivate others to adopt the solution.
Collaboration with knowledge management and marketing to develop strong material.
Ambassador with internal marketing within Capgemini via webcasts, talent, etc.
Active engagement with account executives on CMAs, BU alliance leaders, and practices leadership.
Candidate should be flexible/willing to work across this delivery landscape which includes, and is not limited to, Agile Applications Development, Support, and Deployment.
Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.
Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.
This is a general description of the duties, responsibilities, and qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.
Capgemini is a global leader in consulting, digital transformation, technology and engineering services. The Group is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50‑year+ heritage and deep industry‑specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. Today, it is a multicultural company of 270,000 team members in almost 50 countries. With Altran, the Group reported 2019 combined revenues of €17 billion.
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