Analyst Relations Manager, IBM Security
Company: IBM Computing
Location: Cambridge
Posted on: May 12, 2022
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Job Description:
IBM Analyst Relations Manager, IBM Security in Cambridge ,
Massachusetts IntroductionAt 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 ResponsibilitiesPreferred work
location: Boston, NYC, Armonk/North Castle, Austin, SF, RTPOur Role
as a TeamWe 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 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 traverses 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 RoleTeam Lead role, leading the Security Analyst Relations team
and its results. Responsible for working across the Security BU,
and with key industry analysts to improve the analysts' opinion of
IBM security offerings, both software and services via frequent
interactions, meetings, events, webcasts and other means. Works
closely with security OM, Marketing, Comms and executive leadership
to build, gain buy-in, and execute an ongoing AR strategy.
Marshalls required internal resources, both people and budget,
required to lead the AR campaign and achieve demonstrable
results.ResponsibilitiesBuild the AR strategy and plan for your
market to help you execute your business strategy and achieve your
market goalsProvide 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
goalsOrchestrate IBM's outbound engagement and participation in the
Analysts' research agendas and published reports that matter most
to your businessDevelop IBM's inbound engagement to inform our
offering and market strategy to hone product/market fitOwn the
relationship with each Analyst and Analyst firms, and be
accountable for the health and value return of that relationship
over its lifetimeExposure: Inform analysts on IBM's products and
roadmaps to increase their advocacy to organizations to consider
and purchase IBMInfluence: Influence Analysts to define and shape
markets to better serve IBM's market positionInsight: Engage
Analysts in our offering and market strategy to hone our
product/market fitKnowledgeMarket: 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.SkillsRelationships: Builds trusted and enduring
relationships with analysts and IBMer of all personalities and work
styles.Communicative: Articulate in spoken and written format in
1x1 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 skills9+ Years of
Professional Experience; leadership capabilities; strong
communication skills.4+ Years Experience / Expertise in Analyst
RelationsPreferred: Security industry experience/strong knowledge;
people management.DNAEngaged: 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 Expertise9+
Years of Professional Experience; leadership capabilities; strong
communication skills.4+ Years Experience / Expertise in Analyst
RelationsPreferred Technical and Professional ExpertiseSecurity
industry experience/strong knowledge; people management.About
Business UnitIBM Corporate Headquarters (CHQ) team represents a
variety of functions such as marketing, finance, legal, operations,
HR, and more, all working together to solve some of the world's
most complex problems, help our clients achieve success and build
collaborative work environments for IBMers.This job requires you to
be fully COVID-19 vaccinated prior to your start date, where
legally permissible. Proof of vaccination status will be required.
If you are unable to be vaccinated due to medical, pregnancy or
religious reasons, we offer accommodations in accordance with
applicable law.Your Life @ IBMAre you craving to learn more?
Prepared to solve some of the world's most unique challenges? And
ready to shape the future for millions of people? If so, then it's
time to join us, express your individuality, unleash your curiosity
and discover new possibilities.Every IBMer, and potential ones like
yourself, has a voice, carves their own path, and uses their
expertise to help co-create and add to our story. Together, we have
the power to make meaningful change - to alter the fabric of our
clients, of society and IBM itself, to create a truly positive
impact and make the world work better for everyone.It's time to
define your career.About IBMIBM's greatest invention is the IBMer.
We believe that through the application of intelligence, reason and
science, we can improve business, society and the human condition,
bringing the power of an open hybrid cloud and AI strategy to life
for our clients and partners around the world.Restlessly
reinventing since 1911, we are not only one of the largest
corporate organizations in the world, we're also one of the biggest
technology and consulting employers, with many of the Fortune 50
companies relying on the IBM Cloud to run their business. At IBM,
we pride ourselves on being an early adopter of artificial
intelligence, quantum computing and blockchain. Now it's time for
you to join us on our journey to being a responsible technology
innovator and a force for good in the world.Location StatementIBM
offers a wide range of resources for eligible IBMers to thrive both
inside and outside of work. In addition to a competitive benefits
program consisting of medical and life insurance, retirement plans,
and time off, eligible employees may also have access to:*12 weeks
of paid parental bonding leave. Family care options are also
available to support eligible employees during
COVID-19.*World-class training and educational resources on our
personalized, AI-driven learning platform. IBM's learning culture
supports your restless attitude to grow your skills and build the
depth and scale of knowledge needed to achieve your career
goals.*Well-being programs to support mental and physical
health.*Financial programs that empower you to plan, save, and
manage your money (including expert financial counseling, 401(k),
IBM stock discount, etc.).*Select educational reimbursement
opportunities.*Diverse and inclusive employee resource groups where
you can network and connect with IBMers across the globe.*Giving
and volunteer programs to benefit charitable organizations and
local communities.*Discounts on retail products, services, and
experiences.We consider qualified applicants with criminal
histories, consistent with applicable law.IBM will not be providing
visa sponsorship for this position now or in the future. Therefore,
in order to be considered for this position, you must have the
ability to work without a need for current or future visa
sponsorship.Being You @ IBMIBM 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, gender, gender identity or
expression, sexual orientation, national origin, genetics,
pregnancy, disability, age, veteran status, or other
characteristics. IBM is also committed to compliance with all fair
employment practices regarding citizenship and immigration
status.
Keywords: IBM Computing, Cambridge , Analyst Relations Manager, IBM Security, Executive , Cambridge, Massachusetts
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