**Introduction** Responsible for driving sales growth and delivering exceptional customer experiences in the enterprise software space. Works closely with customers to understand their business needs and provide tailored solutions using SAP's suite of products, including ERP, CRM, HANA, and Cloud solutions. Focuses on new business development, account management, and project delivery, ensuring seamless implementation and adoption of SAP solutions. **Your role and responsibilities** * Develop and maintain strong relationships with key stakeholders at SAP * Serve as IBM’s single point of contact for SAP within the assigned Geo/Territory * Collaborate with global teams to align with the MU SAP growth plans * Responsible for working with SAP and IBM Consulting teams to develop a strong collaboration roadmap * Drive seller enablement to evangelize SAP offerings within the IBM Consulting community and also within SAP * Drive joint GTM (go-to-market) campaigns, workshops to support pipeline and growth * Develop and execute growth initiatives by closely working with the SAP BDEs CAI, CE, Delivery Executives and other cross-brands team * Participate in developing and pursuit strategy and teaming approach with SAP and IBM Consulting account teams * Leverage available funding and investments to accelerate sales cycles, and sales led marketing events * Work with IBM and SAP teams to build public references, case studies * Effectively manage multiple SAP C-level and LOB relationships simultaneously * Exhibit thought leadership in IBM and SAP conversations to develop long term opportunities * Independently lead the first discussion and qualify the deal * Collaborate internally with industry Lead Account Partners to establish client relationships and identify new and add-on opportunities * Build and manage a pipeline of opportunities and drive GTM strategies and collaborative sales initiatives that aligned with our key solutions and offerings * Use your SAP knowledge to shape deals and offerings to maximise sales * Work with the IBM and SAP teams to build the right license matrix for the client * Facilitate training programs for IBM SAP Consultant to stay up to date on SAP technologies and methodologies. * Organize joint Webinars, events to showcases IBM Industry Solutions Success is measured by the following business metrics: * Manage the IBM SAP Alliance for the Geo Territory * Quarterly signing/booking targets for the SAP business * Develop external case studies * Contribute to relationship growth, engagement and collaboration * Increased qualified pipeline build for SAP services * Win rates **Required technical and professional expertise** * Prior experience in Sales and/or Business Development, specifically experience in managing alliances with leading vendors * Ability to support & drive deal strategy and to help progress opportunities forward with SAP * Proven leadership capabilities and ability to navigate multiple business units in a matrix organization within IBM and SAP * Strong experience in business development and sales of consulting services within SAP * Experience with large-scale, multi-year digital transformation engagements * Demonstrated progressive business experience (preferably a blend of business and IT management consulting) * Independently lead the first discussion and qualify the deal * Well versed with SAP new technologies; S4 HANA, IBP, BPC, EHS, Hybris, SAC, Signavio, BTP * Analytical skills to evaluate market trends and adapt strategies * Speak business language instead of Technical; covering at least 2 sectors * Well connected with SAP (Sales, Pre-sales and management) team and the market for us to get leads * Effective communication and presentation skillswith the ability to manage relationships with both internal and external stakeholders including at Executive level * Well organized & a team player