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Introduction

An IBM Senior Managing Consultant – Salesforce Practice is accountable for originating, selling, and overseeing Salesforce transformation programs, co-selling with Salesforce, and ensuring IBM is the go-to GSI for large-scale Salesforce-enabled digital transformation.

Rôle et responsabilités
IBM Senior Managing Consultant – Salesforce Practice Client Leadership & Relationship Management

  • Serve as a trusted advisor to CxO, Chief Digital Officer, and CRM leaders on customer, sales, service, and marketing transformation.

  • Lead executive conversations on Salesforce industry clouds (e.g., Financial Services Cloud, Health Cloud, Manufacturing Cloud, Public Sector Solutions).

  • Drive expansion of Salesforce footprint at strategic accounts (multi-cloud adoption, integration, data, AI).

Sales & Revenue Responsibilities

  • Pipeline & Opportunity Creation

    • Originate, qualify, and progress Salesforce-related opportunities in line with annual quota.

    • Leverage IBM’s ecosystem (Mulesoft, Slack, Tableau, Data Cloud, Agentforce) to bundle broader Salesforce solutions.

  • Deal Leadership

    • Shape Salesforce consulting and implementation deals: roadmap design, multi-cloud rollouts, managed services.

    • Collaborate with Salesforce account teams and IBM Client Partners to co-sell.

    • Lead solutioning and proposals ensuring client value, scalability, and strong IBM margin.

  • Quota Accountability

    • Carry personal sales target (commonly $5M–$15M per year depending on market/industry).

    • Drive bookings and signed contracts; credit tied to Salesforce practice growth.

Delivery & Practice Development

  • Provide executive sponsorship for Salesforce engagements (program governance, steering committees).

  • Ensure successful delivery of multi-cloud programs, integrations, and Salesforce + AI/GenAI projects.

  • Mentor Salesforce consultants, architects, and project managers.

  • Shape and deploy IBM’s Salesforce accelerators (Garage for Salesforce, industry templates, Zero-Copy Data for FSC).

Ecosystem & Partnership Engagement

  • Work closely with Salesforce AE, RVP, and Alliances teams to co-create account strategies.

  • Position IBM as a strategic Salesforce GSI by contributing to joint go-to-market plays.

Governance, Reporting & Compliance

  • Maintain accurate Salesforce pipeline and bookings forecasting in IBM CRM.

  • Follow IBM SIP rules on revenue crediting, deal registration, and compliance.

  • Track and report KPIs: Salesforce bookings, revenue realization, win rates, client referenceability.

 

 

Formation requise
Baccalauréat
Formation souhaitée
Baccalauréat
Expertise professionnelle et technique requise

 

  • Salesforce Domain Expertise

    • Proven experience leading Salesforce-enabled transformations (multi-cloud: Sales, Service, Marketing, Financial Services Cloud, etc.).

    • Deep understanding of Salesforce ecosystem (Mulesoft, Tableau, Slack, Data Cloud, Agentforce/Einstein AI).

  • Sales & Business Development Accountability

    • Demonstrated success in originating and closing Salesforce consulting deals ($5M+ annually).

    • Strong record of building pipeline, shaping proposals, and managing C-level relationships.

  • Consulting Delivery Leadership

    • Track record of governing large-scale Salesforce implementations — integration, data strategy, change management.

    • Ability to ensure delivery quality, margin performance, and client satisfaction (NPS/CSAT).

  • Ecosystem & Alliance Collaboration

    • Ability to work jointly with Salesforce account teams (AEs, RVPs, ISV partners) to co-sell and expand client footprint.

    • Experience aligning with hyperscalers (AWS, Azure, GCP) for hybrid cloud + Salesforce plays.

  • Leadership & Talent Development

    • Capability to mentor and grow Salesforce consulting teams, including architects and junior consultants.

    • Contribution to practice assets (industry accelerators, IP, playbooks) and thought leadership in the Salesforce space.

 

Expertise professionnelle et technique souhaitée

over 8 years of Delivery and Sales Experience with multiple Salesforce solutions, projects and clients

L'unité commerciale

IBM Consulting est l'activité de conseil et de services professionnels mondiaux d'IBM, avec des capacités de pointe dans la transformation des entreprises et des technologies. Avec une expertise approfondie dans de nombreux secteurs, nous offrons des services de stratégie, d'expérience, de technologie et d'exploitation à un grand nombre des entreprises les plus innovantes et les plus précieuses du monde. Nos collaborateurs se concentrent sur l'accélération des activités de nos clients grâce au pouvoir de la collaboration. Nous croyons au pouvoir de la technologie utilisée de manière responsable pour aider les gens, les partenaires et la planète.

VOTRE VIE CHEZ 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?

À propos d'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 500 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.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Autres détails pertinents sur le poste

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.