Associate Partner/Go To Market SAP - Telco

Introduction As a Business Sales & Delivery Executive, you will support IBM's consistent growth by bringing to the table your business deve...

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.

Your Role and Responsibilities

As an Associate Partner (AP) in our GBS Communications Sector team, you will be expected to lead multiple campaigns for our Telco 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 sales offerings. When needed, will support complex ERP projects both in competitive sales proposal situations and on client engagements. Engagements typically involve business processes, business technology, and organizational change initiatives focused on the Telecommunication 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.

The AP will:

* Lead sales-focused plan on Telco clients to drive sales for all areas of SAP/Oracle and other IBM offerings
* Attain sales-oriented targets and delivery leadership and/or oversight may be required
* Lead pursuits at new Telco 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

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Required Technical and Professional Expertise

At least 5 years of experience in:

* Sales and delivery of SAP and/or Oracle Projects
* Project Management experience on large scale ERP implementations
* Business Development and Professional Services sales experience with ERP platforms

Preferred Technical and Professional Expertise

At least 10 years of experience in:

* Sales and delivery of SAP and/or Oracle Projects
* Project Management experience on large scale ERP implementations
* Business Development and Professional Services sales experience with ERP platforms