Develop $5m in additional cross-brand IBM SAP pipeline per quarter through program activities, education sessions, and relationships with SAP AEs/VPs and IBM client account managers.
Ensure all opportunities are captured in both IBM CRM systems and SAP tagging systems.
Develop significant number of available reference accounts.
Work with Marketing Reference Team to develop references and win announcements to be shared internally and with SAP for reference program.
Support Analyst and IBM field requests for references.
Executive and Field Alignment facilitate executive meetings, quarterly region and solution GM meetings and AE/VP alignment. Establish a cadence of communications that foster trust and improve win chances.
Escalations: handle partnership and account level escalations
Field enablement: provide current solution and partnership information to the field and support training opportunities
GTM Initiatives: lead GTM programs defining play, approach, target setting and tracking
Major SAP event support- take a leadership role in execution of SAP's 2 primary events, FKOM and SAPPHIRE
Marketing: support of SAP marketing through strategy guidance, event prioritization and collateral development direction
Offering and Community Development:
Ensure go to market offerings and materials are current and contemporary
Fully engage with go to market teams to ensure they are educated on IBM offering set
BDE community, IBM Sales community, SAP, practice leaders, Partners & APs
Attend IBM and SAP conferences to benchmark offers vs. competitors and marketplace
Required Professional and Technical Expertise:
History of over-achievement in sales or business development work (demonstrated skill: sales)
Ability to work in a matrix organization to drive successful outcomes (including pipeline development)
Experience working with or for SAP, and a knowledge of their solutions
Preferred Professional and Technical Expertise:
MBA coupled with in-industry experience
Extensive years of applicable experience
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