はじめに
IBM Consulting is the only major global consultancy within a technology company. Be part of the IBM Consulting family today.
役割と責任
- 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
必要とされる学歴
学士号
望ましい学歴
学士号
必要な専門的および技術的知識
- 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