Business Development Executive

• 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