**Introduction** We are currently seeking an experienced Associate Partner, Application Engineering (AES) for our Hybrid Cloud Transformation (HCT) Practice. We advise clients on strategy, innovation, and implementation of complex cloud-based transformational solutions. This enables our clients to become efficient and ultimately to provide value added partnering support to their businesses. The core of this role is working with cross-industry clients to support their cloud migration, cloud native development, DevOps requirements. The Cloud Consulting team assumes the transformation of all or part of our clients’ application portfolio and portions of infrastructure to the cloud in support of their digital transformation journey. IBM applies its deep business and technology skills, leading innovation and world-class business processes to help clients maximize benefit from leveraging Cloud technology. A true multi-cloud consultancy, our team works with AWS, Azure, IBM Cloud, Google and others to provide the right solution for our clients. **Your role and responsibilities** Associate Partners typically perform activities that support and manage the ongoing development of their practice area and lead the creation of new business opportunities with accountability for success through to the end of the engagement. The Associate Partner, AES uses their experience leading the design, sales, and implementation of cloud solutions to help their clients succeed in their journey to cloud. The Associate Partner is experienced in hybrid cloud transformation, microservices, containerization, application modernization, DevOps and overall understanding of the current cloud solutions from industry leader IaaS and PaaS providers. An Associate Partner assigned to this position is expected to have the experience and knowledge needed to help, create and close new business opportunities, and be accountable for managing the financial success of that business. This requires an understanding of the services engagements in specific area of expertise with a demonstrated mastery of the appropriate methods and skills needed to drive future revenue and client satisfaction. 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. 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 cross-sector, Solution Area, or Community activities, and monitor the health of the cloud professional services practice in the associated sector. **Required technical and professional expertise** Perform activities that support and manage the ongoing development of the practice and leading the creation of new business opportunities with accountability for success through to the end of engagements (from the start of the sale cycle through solution design and delivery): • Identify, validate and drive new Hybrid Cloud and Multi-Cloud opportunities (Advisory, Migration, Modernization, Microservices/Development, DevOps, or AppOs in a cloud-based solution) in the associated sector • Leverage knowledge & experience to design hybrid cloud multi-cloud solutions which best meet the client's business needs • Ability to build a comprehensive cloud material and present to clients, based on IBM methods, assets, and accelerators • Define criteria for the scope, risk and profitability of engagements • Identify, qualify, assist, and manage the closing of new business • Build and maintain an effective business relationship with the client's senior management team Generate new sales typically in the range of $5M - 10M US annually and to oversee projects with an annual revenue of $5-7M services sales track record and services delivery experience including cloud-based solutions; • Proven track record in delivering successful projects and large-scale programs • Exposure to and understanding of consulting services • Strong communication skills including extensive experience dealing at the executive level; • Strong project management skills IBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.