an introduction
At IBM, business is more than a job – it’s a call: to build. for design. to code. For consultation. To think with customers and sell. to make markets. invent. to cooperate. Not just to do something better, but to try things you never thought possible before. Are you ready to lead in this new age of technology and solve some of the world’s most challenging problems? If so, let’s talk.
Your role and responsibilities
Develop an additional $5 million multi-brand IBM SAP pipeline each 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 and SAP tag systems.
– Develop a large number of reference accounts available.
Work with the reference marketing team to develop references and win ads to share internally and with SAP for a reference program.
– Support Analyst and field requests for IBM for references.
-Executive and Field Alignment- Facilitate Executive Meetings, Quarterly District Meetings and General Manager Meetings for resolution and alignment of AE/VP. Creating a communication rhythm enhances confidence and improves chances of winning.
Escalation: Dealing with Partnership Escalation and Accountability
Field Empowerment: Providing current solutions and partnership information to the field and supporting training opportunities
– GTM Initiatives: Leading GTM programs that define gameplay, approach, goal setting, and tracking
SAP Milestone Event Support Take a leadership role in the implementation of the two SAP Milestones, FKOM and SAPPHIRE
Marketing: Support SAP marketing through strategic direction, event prioritization, and collateral development guidance
Offering and community development:
Ensure that market offerings and materials are up-to-date and contemporary
Fully engage with go to market teams to ensure they are educated on IBM’s suite of offerings
– BDE community, IBM sales community, SAP, practice leaders, partners and APs
Attending IBM and SAP conferences to evaluate offers against competitors and the market
Professional and Technical Experience Required:
A history of overachievement in sales or business development work (proven skill: sales)
Ability to work in a matrix organization to achieve successful results (including pipeline development)
Experience working with or for SAP, and knowledge of their solutions
Preferred Professional and Technical Experience:
MBA with industry experience
Many years of applicable experience
For more than six decades, IBM Middle East and Pakistan has played a vital role in shaping the region’s IT landscape. Today, IBM is part of the region’s technology fabric, solving real-world business and societal challenges, with offices in the UAE, Saudi Arabia, Qatar, Kuwait and Pakistan, as well as a variety of hubs across the region.
Within the region, IBM currently has leading initiatives in cloud computing, analytics, mobile devices and security, as well as nanotechnology, e-government, healthcare and many more, in collaboration with leading educational institutions and governments. IBM supports hundreds of customers to drive transformation through technology, contributes to regional research and development programs and has an active Corporate Services Program (CSC).
Reinvention is a key word in the company’s history, and today, IBM is more than just a “hardware, software, services” company. IBM is now emerging as a knowledge solutions and cloud platform company.