Associate Partner - Financial Services, Cybersecurity ...

*Introduction** A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences. **Your role and responsibilities** The Business Development Leader - FS Cybersecurity Consulting is responsible for driving new revenue growth by originating and closing cybersecurity consulting opportunities across assigned Financial Services focus and whitespace accounts. This role serves as the primary growth engine for expanding strategic relationships, penetrating underdeveloped accounts, and introducing high-value cyber advisory, transformation, and risk services. The leader operates as a trusted advisor to executive stakeholders (CISO, CIO, CRO, COO, Board-level committees) and partners closely with delivery, industry, and alliance teams to convert cybersecurity expertise into measurable client outcomes and material revenue. Key Responsibilities: Revenue Growth & Sales Execution * Own and deliver new consulting signings targets for cybersecurity services across assigned FS focus and whitespace accounts. * Identify, qualify, and close opportunities spanning cyber strategy, risk, resilience, regulatory compliance, identity, cloud security, and emerging threat domains. * Build and manage a robust pipeline with disciplined forecasting and deal progression. Account Penetration & Expansion * Lead account-based selling motions to expand wallet share within underpenetrated and net-new FS clients. * Develop multi-year account growth strategies aligned to client risk, regulatory, and cyber transformation priorities. * Identify whitespace opportunities and proactively shape demand through thought leadership and executive engagement. Client & Executive Engagement * Establish trusted, C-level relationships with key client stakeholders across Technology, Risk, Compliance, and Business leadership. * Facilitate executive conversations that connect cybersecurity investments to business resilience, regulatory confidence, and enterprise value. * Position consulting services as strategic enablers—not transactional offerings. Deal Shaping & Solution Leadership * Partner with cybersecurity delivery leaders and subject matter experts to architect differentiated, outcome-driven proposals. * Lead deal qualification, solution framing, pricing strategy, contract negotiation, and close. * Ensure effective handoff to delivery teams while maintaining executive sponsorship through project launch. Market & Practice Collaboration * Collaborate with industry leadership, alliances, and marketing to support go-to-market initiatives and campaigns. * Provide market feedback to inform service innovation, pricing models, and FS-specific offerings. * Represent the cybersecurity consulting practice in client forums, events, and industry briefings. Success Measures: * Achievement of annual new signings and pipeline targets * Growth in wallet share and penetration within focus and whitespace FS accounts * Quality and sustainability of pipeline (deal size, margin, strategic fit) * Executive-level client satisfaction and repeat engagement * Contribution to broader FS cybersecurity market positioning This job can be performed from anywhere in the US. **Required technical and professional expertise** * At least 10 years of experience in cybersecurity consulting in a top tier professional services firm. * At least 10 years of experience working in projects related to Security Threat Management. * At least 10 years of experience working in cyber consulting sales. * Ability to demonstrate to be C-Suite Advisor (beyond IT) * Experience working across diverse teams to facilitate solutions. * Experience working with Security practitioners. * Readiness to travel up to 75%. **Preferred technical and professional experience** * At least 15 years of experience in management consulting and systems integration in a top tier professional services firm. * At least 15 years of experience working in projects related to Security Strategy Risk and Compliance. * In-depth experience in managing large scale Information Risk Management programs. * Have led the transformation of security organizations across multiple towers in security. 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.

Created: 2026-04-03