Associate Partner - SAP S/4HANA - Sales & Delivery Executive

    • Sydney, Australia

Introduction
Focus and Differentiation

The current focus is on S/4HANA transitions. No organisation has undertaken more of these than IBM. We bring our business expertise and technical innovation together to deliver step change value to our clients. This manifests in a HANA Impact Assessment tool, 12 industry templates to accelerate and de-risk projects, the use of a "Bluefield Approach" to deliver transformation whilst maintaining the best of the original system, and IBM cloud to provide end to end accountability.

Your Role and Responsibilities
Business Accountabilities

  • Leading, managing and expanding the footprint of SAP projects using IBM's onsite/offshore model for a strategic client
  • Positions IBM as a trusted advisor to top decision-makers in companies within the SAP Industry and perform as LAP for selected Accounts
  • Develop relationships with key client stakeholders within the Industry (e.g., CEO, CFO, CIO, COO, Board members) to become their trusted advisor - develop relationships with key decision makers aligned with IBM strategic initiatives
  • Delivers sales performance of USD$5m per year and support the Industry Leader to achieve broader Industry Targets
  • Work with Service Line leaders to develop and deliver GBS-led solutions and deals relevant to the SAP Industry
Client Value Responsibilities - Client Satisfaction, Relationship Management & Client Delivery
Build Influential Client Relationships
  • Make intense investment in knowing the client (industry, ecosystem, org, Individuals)
  • Focus on "likeability" factor and increasing client's personal and professional success
  • Be creative and persistent in building relationships and creating an action plan
  • Build trust through meeting and exceeding promises, commitments and follow up actions


Be viewed as a pioneer of new & Relevant thinking
  • Develop Account Plans aligned with the clients agenda and how IBM can help drive value and performance
  • Develop and enhance personal POV on how the client can improve performance overall and through the application of IBM solutions, skills and knowhow
  • Leverage IBM's story, innovation capabilities, sr. execs, to hold higher value conversations
  • Actively translate ideas into high-value client opportunities

Be viewed as a champion of Client Experience
  • Drive business outcomes that make the client and IBM successful (mutual success)
  • Measure IBM's value delivery and communicate IBM's value add to the client at regular intervals
  • Earn client's trust, starts with strong delivery to over-delivering in every client exchange
  • Provide insight to manage client opportunities and needs (e.g., resourcing)

Excel at Personal Re-invention with Clients
  • Make the client smarter about the issues that matter most within the Industry
  • Actively grow thinking, understanding, eminence of the team and client's talent
  • Build 3-dimensional acumen (IT, Business, Consulting) that allows me to rapidly adapt skills in a changing client environment

Demonstrate Ability to Integrate & Collaborate
  • Know first-hand the range of GBS and IBM offerings and capabilities that allow us to deliver superior outcomes to my client
  • Developing a strong cross-brand network and day-to-day working relationships to deliver on my client's needs like no other
  • Know what can't be said by others (compelling case for IBM)

Think and Act Beyond Borders
  • Frame points of view / recommended approach in global context - help my client see opportunity and growth beyond existing borders
  • Analyze and leverage the depth and breadth of IBM's global offerings to deliver against our client's expectations, footprint and needs


Preferred Candidate Profile Experience Profile Desirable Level Educational Qualifications Strong Academic background. Total work Experience
At least 15 years of IT experience with a minimum of 12 years SAP project management delivery experience ideally coming from a hands-on SAP functional or technical consulting background. Previous Work Experience Experience of leading large SAP project engagements using a global delivery model with onshore and offshore resources Past 3 years Performance Profile Consistent and proven capabilities in driving Sales/Business Development Previous Company Role
Profile Previously a very strong performer in consulting organization and/or up and comer or equivalent in other large consulting organisations or in a client engagement sales and delivery role
Experience Profile
  • Strong Account Management
  • Deep Relationship Propensity & Development
  • Robust Account Performance with High Win rate
  • Differentiated Competitive Positioning & Value Prop Creation
Language Skills
High degree of Spoken and Written Communication skills in English Travel Flexibility High Personal Eminence & Executive Presence Market Eminence, developing Subject matter Expertise. Personal Social and Digital Eminence. Proven Cultural Adaptability Has worked in international environment and across multiple geographies, leading cross cultural global teams
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Required Technical and Professional Expertise
  1. Genuine subject matter expertise across one or more SAP functional areas
  2. A proven ability over multiple projects to integrate an SAP functional area into a business
  3. Broad SAP knowledge with direct experience in Data Migration, interface definition and defect resolution management
  4. Proven team management skills
  5. Superior problem solving skills with a client success focus
  6. An ability to work autonomously, managing a team to meet prescribed deadlines
  7. An ability to travel


Preferred Technical and Professional Expertise
  1. S/4HANA transition experience
  2. Experience in an Agile project environment


About Business Unit
IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter business by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBM
You will join a cohesive team of fellow professionals who will recognize your skills and the role you play. You will work together to bring our global technology and industry knowledge to our clients, answering the "why" as well as the "how" of SAP enabled business transformation.

About IBM
IBM has a 30 year history of collaboration and co-innovation with SAP. IBM formed the first SAP System Integration Practice and currently there are more than 30000 SAP consultants globally in IBM.
The SAP Practice in A/NZ began in 1995, and has a long history of successful delivery. The Practice is currently in growth mode, with a number of recent new projects.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
IBM 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, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

IBM researches, develops, manufactures, and markets technology products ranging from mainframe computers to cognitive solutions, always with a core drive to innovate and explore new fields.

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