Nick Otto

Supporter
DISC Type : s

General Manager at IBM

Atlanta, Georgia, United States

Overview

Nick Otto is IBMs Head of Global Strategic Partnerships, responsible for leading the companys largest ecosystem relationships. With an MBA from Northwesterns Kellogg School and a BS from Georgia Tech, he leverages over 15 years of experience to align client corporate strategy with technological transformations, particularly in AI and hybrid cloud.

He and his wife, also a Georgia Tech graduate, live in Milton, Georgia, with their two children. In April 2024, Georgia Tech honored him with the Council of Outstanding Young Engineering Alumni Award for his professional achievements.

Earlier in his IBM career, he was the global leader for both the Mobile Practice and the AI and Advanced Analytics Center of Competency.

Personality Overview

Calm

Procedural

Slow To Decisions

They are motivated by the potential impact of their decision on the organization.  They are unlikely to become strong champions as they don't prefer pushing other people. They maintain good relationships with everyone, internally and externally.

Topics They Care About

Enterprise AI Adoption
Frequently discusses and writes about moving generative AI from experimentation to enterprise scale, focusing on governance, value, and cost-efficiency.
Strategic Partnerships
Leads IBM's billion-dollar-plus relationships with tech giants like AWS, Microsoft, Salesforce, and Adobe to drive joint value for customers.
Hybrid Cloud Strategy
Believes in an open, hybrid, multi-cloud approach, enabling clients to run workloads wherever they want and however they want to procure them.

Media Appearances

Nick has no verified media appearances

Work History

6-2022
General Manager at IBM
6-2022
General Manager & Global Vice President | Strategic Partners at IBM
1-2020 - 6-2022
Vice President | Strategic Partnerships at IBM
3-2018 - 1-2020
Director | IBM Partnerships & Alliances at IBM
3-2017 - 3-2018
Partner | IBM Consulting at IBM

Education

MBA from Northwestern University - Kellogg School of Management
Bachelor of Science - BS from Georgia Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 23 Location : Atlanta, Georgia, United States Job Level : Senior Designation : General Manager at IBM
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Insights For Selling To Nick

During A Call Or A Meeting

DO's

  • Pause and ask them if they have any questions
  • Talk about refund and cancellation policy if the need arises
  • If possible, connect them to existing customers

DONT's

  • Don’t don the salesperson avatar, be the friendly advisor instead
  • Avoid saying anything that sounds like a risky proposition
  • Don’t keep pushing them for a straight answer, just make your own conclusions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Nick is

  • Low-risk, go-ahead from other stakeholders and successful evaluation as per process matter the most to them.
  • Will you ever get a clear answer from Nick

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Nick move?

  • They do not like to rush and can be quite slow in their decision making.

  • Can Nick take some risk or not?

  • They have little risk-appetite and prefer to take decisions that others support.

You And Nick

Personality Compatibility


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