March 2013

1. March 2013

2. Why IBM Growth Markets?"It’s in growth markets that some of the most complex challenges and opportunities exist, as countries and businesses grapple with urban migration of levels unknown in the developed world and with demands from citizens – urban and rural – to deliver solutions with unprecedented speed to connect people and business." - Jim Bramante,Senior Vice PresidentIBM Growth Markets

3. IBM in Growth Markets: nearly 150 countries Growth Markets Established in 2008, Growth Markets is the term assigned to countries previously referred to as emerging markets. The Growth Market Unit (GMU) was created to drive differentiated strategies and operational excellence to capture business opportunities for IBM in these fast growing economies, and its mission is to accelerate growth across these markets and increase their contribution to IBM's global revenue in the coming years. Central & Eastern Europe South Korea Greater China Group ASEAN India / South Asia Latin America Middle East & Africa Australia / New Zealand

4. LEAD Growth Markets Program Overview Delivery Consulting Sales Technical (Architects) Alignment to the Career path to build professional and leadership skills Global Technology Group (GTS) Global Technology Group (GTS) Global Technology Group (GTS) Global Technology Group (GTS) Global Technology Group (GTS) Sales & Distribution (S&D) Sales & Distribution (S&D) Sales & Distribution (S&D) Sales & Distribution (S&D) Sales & Distribution (S&D) Sales & Distribution (S&D) *Potential Placement Organizations Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Software Group (SWG) Systems Technology Group (STG) Systems Technology Group (STG) Systems Technology Group (STG) Systems Technology Group (STG) Systems Technology Group (STG) Systems Technology Group (STG) Systems Technology Group (STG) Systems Technology Group (STG) Global Business Services (GBS) Global Business Services (GBS) Global Business Services (GBS) • Program objective is to accelerate career growth through targeted rotational assignments and tailored development programs • Alignment to one of four career paths that best aligns with candidate’s experience, capabilities and professional goals • High stakes assignments/High visibility roles to provide impactful experiences • The program includes a total of 3 job rotations over the course of 3-4.5 years (12-18 months per rotation) • IBM's world-class leadership development programs, networking experiences, mentoring and coaching by senior IBM executives to build leadership skills • Potential placement will be any of the 8 Growth Markets regions - Central & Eastern Europe, Greater China Group, South Korea, ASEAN, India South Asia, Australia & New Zealand, Middle East & Africa and Latin America

5. Program Design Framework The Threefold Path to accelerate development and advancement of LEAD Growth Markets program participants to critical roles: IBM VALUES CONSULTING DELIVERY SALES TECHNICAL (ARCH) Integrated Learning Approach 1 Key Developmental Experiences 2 Rotations and Deployment Plan 3 Reflects jobs that would afford one an opportunity to gain and apply key developmental experiences and requisite skills Strategically determined and planned rotations to provide an accelerated growth path Based on IBM’s philosophy of “Leaders Developing Leaders” Integrated and structured development approach with Education, Exposure and Experience learning elements Identified for each career track --- imperative to develop professional skills, transform capabilities and prepare for greater responsibilities Defined based on the IBM Career Framework capability themes and statements Placement in in Critical Roles/ACE program in GMU Development Focus: Rotation 1: Focus on core capabilities and skills Rotation 2: Build depth and breadth of capabilities Rotation 3: Strengthen capabilities CAREER FRAMEWORK CAPABILITIES + IBM COMPETENCIES

6. Overview of the four Career Paths Consulting track involves becoming a trusted business advisor who partners with clients to create innovative solutions for their business problems. This enables clients to make faster, smarter decisions; reduce business risks; leverage their core competencies; and increase business benefits. These solutions are backed by a sound business case and presented in an organized, structured and persuasive manner. Consulting focuses on the necessity of integrating people, strategy, process, and technology from analysis through implementation to provide maximum client value. Sales track involves understanding the client's recognized and unrecognized needs, and leveraging the breadth of IBM, its partners, and channels to implement a solution that creates client value. It involves creating opportunities by building and maintaining relationships with decision-makers and key contacts in the client's organization, while applying knowledge of the client's industry, business and opportunities. It involves realizing value -- as defined by the client -- by implementing solutions that meet or exceed client expectations. Delivery track involves delivering optimum client business solutions by executing quality projects on time and budget based on worldwide industry best in class methods, tools and processes which are aligned to the client industry and technical environment. Value is achieved and recognized by the client only when these solutions are delivered to meet or exceed client expectations and contribute to client and IBM success. It involves a complete understanding of client's and IBM's business challenges and priorities, and leveraging the breadth and depth of IBM to deliver high-quality services and support to meet client expectations. It involves achieving high client satisfaction by building and maintaining effective relationships with client management and executives, and by delivering on IBM commitments. Technical (Architect) track involves defining the structures of solutions and architectures to address client business problems. It requires understanding client needs, working in levels of abstraction, applying industry knowledge, and leveraging appropriate business elements and information technology to address those needs. The process of defining architectures includes discovering and analyzing requirements, then identifying, assessing, and presenting solution alternatives in the context of those requirements. It is a critical part of the client's experience at the proposal, solution creation, design, and implementation stages of the client experience chain.

7. Types of roles within the Career Paths across levels Typical roles in the Consultant Career path: • Senior Consultant • Managing Consultant • Senior Managing consultant • Executive Consultants • Associate Partners • Strategy Consultant • Engagement Manager Typical roles in the Sales Career track: • Services Sales Specialist • Business Development Executive • Client Solution Executive • Brand Client Representative • Business Solutions Professional • Branch Manager • Sales Leadership • Client Executive • Territory Sales leader • Sr. Territory Representative Typical roles in the Delivery Career track: • Project Manager • Account Manager • Deputy Project Executive • Project Executive • Transition and Transformation Project Manager • Delivery Project Executive • Delivery Excellence Leader • Account Executive Typical roles in the Technical Career track: • Architect • Senior Architect • Industry Solution Architect • Business Architect • Chief Architect • Client Technical Advisor • Technical Solutions Manager

8. Value Proposition for LEAD GMU • An elite program to develop and nurture for critical leadership positions • Accelerated career growth through targeted rotational assignments and tailored development programs – opportunity for promotion (s) to leadership roles based on performance and potential of the candidate • Ensures customized career planning and one-on-one attention • Experiences mentoring, shadowing with senior IBM Executives • Visibility and support of senior management and other key stakeholders • Enables strong collaboration and teaming

9. LEAD Growth Markets - Candidate Profile Required • MBA 2013 candidate or 2012 graduate • Minimum 3 years relevant work experience • Proficiency in English and fluency in local language, as applicable • Interested/willingness in working/living long-term in growth market country(ies) Preferred • 3 or more years of work experience, preferably in growth market with mix of local and international experience • Proficiency in multiple languages in addition English • Work authorization in growth markets country as required • Willingness to relocate over course of program to other growth markets countries, as required • Experience with direct competitors is ideal • Prior experience in one or more following areas: Sales Leader, Consulting Account Partner, Technical Leader, Services Leader, Brand Leader • Prior undergraduate concentration in Business, Finance, IT or Engineering • Strong analytical and interpersonal skills • General management and leadership attributes • Excellent leadership, written and verbal communication skills • Prior experience working in large, matrixed organizations • Prior people management experience • Self-starter with a passion for client service and solving complex business issues • Aptitude to thrive in an intense team atmosphere, while defining issues/hypotheses, performing complex analysis, and assisting with preparation and recommendations of innovative solutions • Desire to learn in a dynamic environment • Willingness and ability to travel up to 100% Monday-Friday

10. 17 of 20 largest cities are in Growth Markets 1. Mexico City 2. Mumbai 3. Shanghai 4. Kolkata 5. New Delhi 6. Beijing 7. Sao Paulo 8. Buenos Aires 9. Moscow 10. Seoul 11. Chongqing 12. Istanbul 13. Karachi 14. Jakarta 15. Guangzhou 18. London 18. London 18. London 19. New York 19. New York 20. Bangkok 16. Tokyo 16. Tokyo 16. Tokyo 16. Tokyo 17. Wuhan Source: United Nations