Jacob Waheed

Examiner
DISC Type : cs

Go To Market Lead, Hybrid Cloud Transforrmation (HCT) Federal at IBM

Washington DC-Baltimore Area, United States

Overview

Jacob Waheed is a seasoned Go To Market Lead for IBM Consultings US Federal team, specializing in Hybrid Cloud Transformation. He focuses on IT modernization, guiding federal clients through workload migration and managing multicloud environments. He holds an MBA from The University of Dallas and is an AWS Certified Cloud Practitioner.

Beyond his technical leadership, Jacob is a dedicated coach who enables his team members with the necessary training and tools for career success. He actively supports initiatives that promote diversity and equality within his organization, showcasing a commitment to fostering an inclusive work environment and developing people.

Unique fact: Jacob has been a dedicated professional at IBM for 25 years.

Personality Overview

Process Oriented

Tough To Convince

Late Adopter

Being observant comes to them naturally.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Hybrid Cloud Transformation
As a Practice Leader in this space, he helps organizations navigate the complexities of hybrid cloud adoption to drive digital transformation and achieve strategic objectives.
Federal IT Modernization
His role is focused on helping US Federal agencies modernize legacy systems, overcome challenges, and improve service delivery through cloud solutions.
Agile Delivery
He holds an Agile Project and Delivery Management certification and contributed to an IBM report on critical success factors in Agile delivery.

Media Appearances

Jacob has no verified media appearances

Work History

3-2019
Go To Market Lead, Hybrid Cloud Transforrmation (HCT) Federal at IBM
10-2017 - 4-2019
Practice Area Lead at IBM Global Business Services, Public Service
6-2016 - 5-2019
Delivery Executive - FDIC at IBM Global Business Services, Public Service
5-2015 - 6-2016
Program Executive, Healthcare at IBM Global Business Services
10-2010 - 5-2015
Director / Program Executive at IBM Global Business Services

Education

1987 - 1989
Master of Business Administration (M.B.A.) from The University of Dallas
Bachelor’s Degree from The University of Dallas

More Information

Social Presence :

Prographics :

Exp : 25 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Go To Market Lead, Hybrid Cloud Transforrmation (HCT) Federal at IBM
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Insights For Selling To Jacob

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jacob is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Jacob

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Jacob move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Jacob take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Jacob

Personality Compatibility


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