Associate Partner - Defence and National Security

**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** Associate Partner - Defence & National Security, Canada Location Canada Role Summary We are seeking a highly strategic and client-facing Associate Partner - Defence & National Security to lead growth, client engagement, and delivery oversight across key Canadian public sector and defence-related accounts. This role will focus on building and expanding trusted relationships within National Defence / Canadian Armed Forces (DND/CAF), the Defence Industrial Base, and National Security organizations, including agencies such as the RCMP, CBSA, and CSIS. The Associate Partner will be responsible for developing account strategy, identifying and maturing opportunities, shaping complex pursuits, and ensuring the successful delivery of consulting, technology, transformation, and managed services engagements. This leader will combine deep sector knowledge with strong business development capabilities and executive presence to help clients address mission-critical priorities including defence modernization, digital transformation, readiness, cyber resilience, secure data, operational effectiveness, and national security outcomes. ------------------------- Key Responsibilities Client Leadership & Account Growth * Develop and execute account strategies for priority Defence and National Security clients in Canada. * Build and sustain senior executive relationships across DND/CAF, defence industry organizations, and security agencies including RCMP, CBSA, and CSIS. * Serve as a trusted advisor to client executives on strategic transformation priorities, mission outcomes, and organizational change. * Identify, shape, and close new business opportunities across consulting, digital, technology, cyber, data, cloud, and operational transformation services. * Drive revenue growth, profitability, and long-term account expansion within assigned portfolios. Business Development & Pursuit Leadership * Create and maintain a robust pipeline of qualified opportunities aligned to client priorities and procurement cycles. * Lead or support complex pursuit activities, including opportunity qualification, solution shaping, teaming strategy, proposal development, pricing strategy, and oral presentations. * Collaborate with internal sales, solution, alliance, and delivery teams to bring differentiated offerings to market. * Position the organization effectively across federal procurement vehicles, standing offers, supply arrangements, and competitive bid processes relevant to the Canadian public sector. * Track market developments, policy changes, procurement trends, and funding priorities across the Canadian defence and national security landscape. Sector Expertise & Market Positioning * Provide informed perspective on the evolving Canadian defence and national security environment, including: * Defence policy and capability modernization * Operational readiness and sustainment * Secure digital transformation * Cybersecurity and cyber mission support * Intelligence, border security, and law enforcement modernization * Interoperability, command and control, and data-driven decision-making * Support the development of thought leadership, client workshops, strategic campaigns, and market-facing content for the Defence and National Security sector. * Represent the organization at industry events, client briefings, and strategic forums related to defence, security, and public safety. Delivery Oversight & Client Success * Partner with delivery leaders to ensure successful execution of engagements, achievement of client outcomes, and high levels of client satisfaction. * Provide executive oversight for major programs and transformation initiatives within the portfolio. * Ensure engagements are delivered with excellence in quality, risk management, financial performance, and contractual compliance. * Act as an escalation point for complex client issues and help drive timely resolution. Leadership & Collaboration * Work closely with cross-functional teams including consulting, cyber, cloud, engineering, analytics, and managed services to develop integrated solutions for clients. * Mentor and support account teams, business development professionals, and delivery leaders working within the Defence and National Security portfolio. * Contribute to sector strategy, sales governance, forecasting, and executive reporting. * Foster a high-performance, collaborative culture aligned with client mission needs and organizational values. ------------------------- Success Measures Success in this role will be measured by: * Growth in revenue, bookings, and pipeline across Defence and National Security accounts * Expansion of executive relationships within DND/CAF, defence industry, and security agencies * Win rate and quality of shaped pursuits * Client satisfaction and retention * Successful delivery oversight of strategic programs * Contribution to market visibility and thought leadership in the Canadian defence and security sector ------------------------- Why Join Us This is a unique opportunity to help shape the future of Canada’s defence and national security landscape by working with mission-driven clients on some of their most important transformation priorities. You will play a key role in building trusted relationships, driving growth, and delivering meaningful outcomes across organizations that protect Canada’s people, borders, institutions, and national interests. This role involves examination, possession or transfer of controlled goods and technology as defined under the Canadian Controlled Goods Program . To be eligible for employment in this role, you must be a Canadian citizen or Canadian Permanent Resident.  Canadian citizens and permanent residents must be security assessed under the Canadian controlled goods program. All applicants will also be required to undergo an additional security assessment conducted by an IBM designated Controlled Goods Program official as a condition of employment. Ce poste implique l'examen, la possession ou le transfert de marchandises et de technologies contrôlées, telles que définies dans le cadre du programme canadien des marchandises contrôlées . Pour pouvoir occuper ce poste, vous devez être citoyen canadien ou résident permanent du Canada.  Les citoyens canadiens et les résidents permanents doivent faire l'objet d'une évaluation de sécurité dans le cadre du programme canadien des marchandises contrôlées. Tous les candidats devront également se soumettre à une évaluation de sécurité supplémentaire effectuée par un responsable du programme des marchandises contrôlées désigné par IBM, comme condition d'embauche. **Required technical and professional expertise** Required Qualifications * Significant experience in business development, account leadership, consulting, or executive client management within the Canadian Defence, Public Safety, or National Security sector. * Demonstrated experience working with or selling into DND/CAF, Canadian defence organizations, or national security/public safety agencies such as RCMP, CBSA, CSIS, or adjacent federal departments. * Strong understanding of the Canadian federal government procurement environment, especially within defence and security-related acquisitions. * Proven track record of managing strategic accounts and delivering revenue growth through complex multi-service opportunities. * Experience shaping and closing large, complex deals involving multiple stakeholders and delivery teams. * Strong executive presence with the ability to build credibility and influence senior client decision-makers. * Excellent written and verbal communication skills, including proposal development, executive presentations, and client engagement. * Ability to navigate sensitive environments requiring discretion, sound judgment, and strong stakeholder management. * Bachelor’s degree in business, public policy, engineering, technology, security studies, or a related field. ------------------------- Preferred Qualifications * Experience in consulting, systems integration, digital transformation, defence technology, cybersecurity, or managed services. * Prior service in the Canadian Armed Forces, experience within the Department of National Defence, or leadership experience in a Canadian public safety or national security organization. * Knowledge of defence capability development, secure systems, mission platforms, operational technology, intelligence environments, or public safety modernization. * Existing network across Canadian defence, security, and public sector stakeholders. * Bilingualism (English/French) is an asset. * Eligibility for or possession of Government of Canada security clearance at the appropriate level is strongly preferred. ------------------------- Core Competencies * Strategic account management * Executive relationship building * Public sector and defence business development * Complex deal shaping and pursuit leadership * Sector insight and market development * Program oversight and client success * Team leadership and collaboration * Financial acumen and portfolio management * Risk management and governance * Trusted advisor mindset 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.