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Introduction

IBM Consulting is the only major global consultancy within a technology company. Be part of the IBM Consulting family today. 

Your role and responsibilities
  • Develop and maintain strong relationships with key stakeholders at SAP
  • Serve as IBM’s single point of contact for SAP within the assigned Geo/Territory
  • Collaborate with global teams to align with the MU SAP growth plans
  • Responsible for working with SAP and IBM Consulting teams to develop a strong collaboration roadmap
  • Drive seller enablement to evangelize SAP offerings within the IBM Consulting community and also within SAP
  • Drive joint GTM (go-to-market) campaigns, workshops to support pipeline and growth
  • Develop and execute growth initiatives by closely working with the SAP BDEs CAI, CE, Delivery Executives and other cross-brands team
  • Participate in developing and pursuit strategy and teaming approach with SAP and IBM Consulting account teams
  • Leverage available funding and investments to accelerate sales cycles, and sales led marketing events
  • Work with IBM and SAP teams to build public references, case studies
  • Effectively manage multiple SAP C-level and LOB relationships simultaneously
  • Exhibit thought leadership in IBM and SAP conversations to develop long term opportunities
  • Independently lead the first discussion and qualify the deal
  • Collaborate internally with industry Lead Account Partners to establish client relationships and identify new and add-on opportunities
  • Build and manage a pipeline of opportunities and drive GTM strategies and collaborative sales initiatives that aligned with our key solutions and offerings
  • Use your SAP knowledge to shape deals and offerings to maximise sales
  • Work with the IBM and SAP teams to build the right license matrix for the client
  • Facilitate training programs for IBM SAP Consultant to stay up to date on SAP technologies and methodologies.
  • Organize joint Webinars, events to showcases IBM Industry Solutions  


Success is measured by the following business metrics:

  • Manage the IBM SAP Alliance for the Geo Territory
  • Quarterly signing/booking targets for the SAP business
  • Develop external case studies
  • Contribute to relationship growth, engagement and collaboration
  • Increased qualified pipeline build for SAP services
  • Win rates
Required education
Bachelor's Degree
Preferred education
Bachelor's Degree
Required technical and professional expertise
  • Prior experience in Sales and/or Business Development, specifically experience in managing alliances with leading vendors
  • Ability to support & drive deal strategy and to help progress opportunities forward with SAP
  • Proven leadership capabilities and ability to navigate multiple business units in a matrix organization within IBM and SAP
  • Strong experience in business development and sales of consulting services within SAP
  • Experience with large-scale, multi-year digital transformation engagements
  • Demonstrated progressive business experience (preferably a blend of business and IT management consulting)
  • Independently lead the first discussion and qualify the deal
  • Well versed with SAP new technologies; S4 HANA, IBP, BPC, EHS, Hybris, SAC, Signavio, BTP
  • Analytical skills to evaluate market trends and adapt strategies
  • Speak business language instead of Technical; covering at least 2 sectors
  • Well connected with SAP (Sales, Pre-sales and management) team and the market for us to get leads
  • Effective communication and presentation skillswith the ability to manage relationships with both internal and external stakeholders including at Executive level
  • Well organized & a team player

ABOUT BUSINESS UNIT

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

 

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

 

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

 

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. 

 

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.