Strategic Planning & Alignment This includes setting global KPIs with GSI partners to drive cloud adoption, AI innovation, and mainframe modernization. Plans will reflect both short- and long-term goals, performance expectations, and partner capabilities across complex enterprise environments. Solution Creation You will shape partner solution build and IP, helping partners create high-impact Cloud and AI offerings, industry solutions and agentic AI scenarios, and championing each firm's internal Copilot adoption as a customer-zero showcase. Go-to-Market & Co-Sell Execution You will lead the creation of Cloud and AI-focused go-to-market strategies and co-sell execution plans, driving partner pipeline development, tracking, and closure. You'll facilitate pipeline reviews, coach partner teams on evolving their sales and consumption strategies, and ensure consistent reporting and executive business reviews to accelerate deal velocity—particularly in mainframe migration scenarios. Performance Management & Rhythm of Business Executive Engagement & Strategic Alignment Through joint account planning and strategic alignment, you'll help unlock mutual growth and long-term impact, especially in areas of infrastructure modernization and AI transformation. Capability & Capacity Development This ensures partners are equipped to deliver scalable, secure, and modernized solutions across enterprise customers. Escalation Management & Internal Orchestration Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. Proven ability to balance technical depth with executive presence, emotional intelligence and consultative selling, with the confidence to engage partners and managing directors / practice lead executives Must have the ability to frame ambiguous business opportunities, create structured business recommendations, adapt quickly based on senior stakeholder input and effectively communicate to internal & external leadership teams. Demonstrated ability to motivate & drive sales results through a global v-team.