Your Role and Responsibilities Preferred Candidate Location
– US Midwest The Client Solutions Leader (CSL) will be selling SAP consulting services across industries.
The portfolio includes SAP S/4HANA, ECC, HCM (SuccessFactors), Ariba, CX/EX, Cloud, Data, Analytics and BTP (Business Technology Platform) solutions.
They will drive pipeline and value proposition.
The CSL must have experience selling software and/or services for SAP applications and have relationships with the SAP sales organization.
In addition, they must have C-Level relationships with Enterprise Accounts, experience managing a territory and with quota over achievement.
Experience should also include selling large multi-million dollar, complex Services engagements and some cloud infrastructure experience.
Responsibilities include: Develop relationships with SAP VP’s and SAP AEs in region.
Identify and progress opportunities in region.
Drive Executive and Field Alignment
– support Top 2 Top meetings, quarterly region and solution GM meetings and AE/VP alignment.
Facilitate Industry and PSO Alignment
– SAP IVE resources with IBM industry resources and alignment of SAP Professional Services with GBS.
Lead GTM Initiatives
– Programs defining play, approach, target setting and tracking Deliver SAP Field enablement
– provide current solution and partnership information to the field and support training opportunities Confirm proper tagging for IBM Services deals in the SAP FPR system.
Ensure client/ prospect interaction and attendance at major SAP & IBM events.
Provide sales guidance to NA GBS leader, NA SAP GM and sector/industry leadership and global leadership when required.
Work with Client team and Alliances to develop references, Win Wires, Go live announcements to be shared internally and with SAP for reference program.
Support marketing through strategy guidance, event prioritization and collateral development direction.
Identify issues and handle escalation management.
Comply with IBM sales reporting requirements Tailor go to market offerings and materials to suit region.
Engage with IBM and SAP DSA and GTM teams for pipeline cadence/governance in your assigned region Understand competitor landscape in your region and how to effectively compete.
Introduction As a Business Sales & Delivery Executive, you will support IBM’s consistent growth by bringing to the table your business development, sales, account management, and delivery skills.
Picture yourself working with a highly motivated, highly successful team with a proven sales record in IBM’s top technologies.
If you’re ready to bring insights and experience in areas such as IoT, Blockchain and digital transformation, we are ready to offer you a best in class career development.
Required Technical and Professional Expertise At least 3-5 years of experience in identifying and selling software or services for SAP application(s) At least 3-5 years of experience working with the SAP sales organization At least 3-5 years of experience in strategic selling, which includes crafting and presenting a value proposition, including a client-specific solution (solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirements) Preferred Technical and Professional Experience At least 5 years of experience in identifying and selling services for SAP application(s) At least 5 years of experience working with the SAP sales organization At least 5 years of experience in strategic selling, which includes crafting and presenting a value proposition, including a client-specific solution (solution elements include benefits, roadmap, solution approach, project plan, timelines and resource requirements) At least 3 years of experience and selling expertise in SAP Cloud Infrastructure Required EducationBachelors Degree Preferred Education Masters Degree