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.
Your Role and Responsibilities
As an Associate Partner (AP) in our GBS Industrial Sector team, you will be expected to lead multiple campaigns for our Industrial Sector clients/projects, including; strategy creation, account planning and forecasting as well as asset innovation, go-to-market strategies, marketing and market analysis and client segmentation activities. Emphasis will be placed on new logos for IBM and supporting the SAP and other Enterprise Application service lines and overall IBM Industrial sales offerings. When needed, will support complex Industrial SAP projects both in competitive sales proposal situations and on client engagements. Engagements typically involve business process, business technology and organizational change initiatives focused in the segment of the Industrial Sector Industry.
This role involves gathering facts, analyzing the client's business (competitors, markets, customers, value propositions, operational models, etc), drawing conclusions, generating leads and trusted advisor status within new relationships with our potential clients and reporting upon that work. Proficiency in developing channel & client relationships, identifying & closing new business, developing thought leadership with content as well as a visionary outlook in SAP and other Enterprise Application technologies are required. This is a hands-on sales & delivery leadership role in a highly complex environment.
Responsibilities include providing advice & counsel to clients, oversight & accountability for delivery success, and client satisfaction. Our current Industrial Sector opportunities are focused on the Chemical, Petroleum and/or Industrial Products industries, but would consider expertise in the areas of Manufacturing, Electronics, Automotive, Aerospace and Defense. Candidates with high social acumen is imperative and locals of Houston, Philadelphia or Midwest locations are highly advantageous.
The AP will:
Lead sales focused plan on Industrial Sector clients to drive sales for all areas of SAP and other IBM offerings
Attain sales oriented targets and delivery leadership and/or oversight may be required
Lead pursuits at new logo Industrial Sector clients and expand penetration at existing accounts with a focus on meaningful relationships with our clients
Support the identification, development, and closure of sales efforts in support of an identified sales target
Provide technology experience, industry excellence, strategies, innovation and best practices to our clients
Maintain industry references, approaches, IBM contacts and competitive analysis, in support of both general industry solutions and specific solutions
Build and lead internal communities of IBM industry practitioners
Lead or contribute to the creation of IBM positions and strong POVs on specific Industrial industry topics
Define, develop and use repeatable non-traditional consulting industry solutions
Transfer knowledge to local IBM teams through training and side-by-side engagement work
Preferred candidates will have strong client network and strong team network, extensive and current SAP Sales and Delivery experience, inclusive of S/4HANA.
Health Insurance. Paid time off. Corporate Holidays. Sick leave. Family planning. Financial Guidance. Competitive 401K. Training and Learning. We continue to expand our benefits and programs, offering some of the best support, guidance and coverage for a diverse employee population.
Our goal is to be essential to the world, which starts with our people. Company wide we kicked off an internal talent strategy program called Go Organic. At our core, we are committed to believing and investing in our workforce through:
Skill development: helping our employees grow their foundational skills
Finding the dream job at IBM: navigating our company with the potential for many careers by channeling an employee’s strengths and career aspirations
Diversity of people: Diversity of thought driving collective innovation
In 2015, Go Organic filled approximately 50% of our open positions with internal talent that were promoted into the role.
With an employee population of 375,000 in over 170 countries, amazingly we connect, collaborate, and care. IBMers drive a corporate culture of shared responsibility. We love grand challenges and everyday improvements for our company and for the world. We care about each other, our clients, and the communities we live, work, and play in!
Required Technical and Professional Expertise
At least 5 years experience of Business Development, Consulting and Delivery of SAP solutions
At least 5 years of experience with business process re-engineering at an Executive level
At least 5 years experience with Business Operations at an Executive level
At least 5 years experience developing Executive level relationships, with prior experience in the identification, development and closure of SAP Implementation sales efforts
At least 5 years experience guiding and facilitating Executive level business decisions and performing business analysis such as quantitative and qualitative analysis, business case development and operations analysis
Preferred Technical and Professional Expertise
Track record of achieving individual sales quota of $10M+ annually
At least 15 years experience of Business Development, Consulting and/or Delivery of SAP solutions
At least 10 years of experience with business process re-engineering at an Executive level
At least 10 years experience with Industry Business Operations at an Executive level
At least 10 years experience developing Executive level relationships, with prior experience in the identification, development and closure of SAP Implementation, Integration and Enhancement sales efforts
At least 10 years experience guiding and facilitating Executive level business decisions and performing business analysis such as quantitative and qualitative analysis, business case development and operations analysis
About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.