Business Development Executive, SAP


June 10, 2021

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
At IBM, we are intent on embarking on a new phase of growth sparked by emerging high-growth markets in hybrid cloud and AI. A supporting element of that growth strategy is to further harness the power of IBM's ecosystem across ISVs, SIs, cloud providers and other partners. At our core we work with these partners to better serve our clients.
IBM and SAP are among the longest standing partners in the technology industry (45 plus year). SAP remains the largest of our strategic partners, and among our fastest growing. The partnership has a broad impact across all IBM businesses and brands. We have served clients in virtually every industry, and we have done so across the globe.
Join our SAP business, and participate in the exciting growth opportunities at IBM.
Responsibilities include:
  • 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 Technical and Professional 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 Technical and Professional Expertise
  • MBA coupled with in-industry experience
  • Five or more years of applicable experience

About Business UnitIBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.
Your Life @ IBMWhat 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.
About IBMIBM’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.
Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:
  • 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
  • World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
  • Well-being programs to support mental and physical health.
  • Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
  • Select educational reimbursement opportunities.
  • Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
  • Giving and volunteer programs to benefit charitable organizations and local communities.
  • Discounts on retail products, services, and experiences.

This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.
We consider qualified applicants with criminal histories, consistent with applicable law.
Being You @ IBMIBM 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, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.