Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

As the SAP Consulting Sales Lead, you will play a pivotal role in driving revenue growth by leading the sales efforts for our SAP consulting services. You will be responsible for identifying and nurturing new business opportunities, building strong client relationships, and collaborating with internal teams to deliver tailored SAP solutions that meet our clients’ business needs. This is a highly strategic role with the opportunity to shape the future direction of our SAP practice.

Key Responsibilities:

• Business Development: Identify, target, and pursue new business opportunities for SAP consulting services across various industries.
• Client Engagement: Build and maintain strong relationships with key decision-makers, understanding their business challenges, and positioning IBM as a trusted partner for their SAP needs
• Be able to penetrate accounts and opportunities with zero relationships.
• Drive on the field the penetration of accounts, the presence of our SAP consulting practice, and ensuring we capture and grow opportunities.
• Sales Strategy: Develop and execute a comprehensive sales strategy to meet and exceed revenue targets, leveraging market insights and industry trends.
• Delivering content and knowledge-based sales and value proposition discussions, activities, and deliverables, that include at a minimum all L1-L2 discussions on SAP consulting offerings and L1 discussions on SAP solutions. Key activities will include:
  • Lead and collaboratively engage in business ideation and client discussion sessions.
  • Lead and conduct sessions on our SAP consulting offerings.
  • Engage in the market and wider SAP community representing the IBM Consulting brand on SAP consulting topics, sharing experiences and case studies, and delivering the message around our unique value proposition.
  • Lead and be able to understand, analyze, and review the RFI, RFP, and SoW content and details, including the ability to identify the Client’s challenges and requirements, scope the requirements against SAP solution universe, and propose tailored SAP consulting offerings with the support of wider experts within the IBM Consulting practice.
  • Lead and be able to understand, analyze, and review commercial, legal, and other business terms and conditions with the RFI/RFP package and process those as per IBM Consulting processes. Be accountable for engineering the value proposition and proposal and managing/mitigating the risks.
• Solution Selling: Collaborate with technical and delivery teams to design and propose customized SAP solutions that align with client goals.
• Negotiation & Closing: Lead contract negotiations, ensuring favorable terms for both the client and IBM.
• Market Analysis: Stay informed about the latest SAP developments, competitor offerings, and market dynamics to identify new opportunities and maintain a competitive edge.
• Team Leadership: Mentor and support junior sales team members, fostering a culture of high performance and continuous learning.

Required Technical and Professional Expertise

• Experience: Excellent track record in sales within the SAP consulting / services industry, with a proven track record of meeting or exceeding sales targets.
• Expertise: Deep understanding of SAP products and solutions, including ERP, S/4HANA, and other related technologies.
• Client-Focused: Strong client management and consultative selling skills, with the ability to translate complex technical concepts into business value.
• Communication: Excellent verbal and written communication skills, with the ability to present confidently to senior executives.
• Strategic Mindset: Ability to think strategically and drive long-term value for both clients and the company.
• Network: Established network within the SAP ecosystem, including clients, partners, and industry influencers.

Preferred Technical and Professional Expertise
n/a