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West Region Sales Leader
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IBM
Irvine, CA (In Person)
Full-Time
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Job Description
- 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
- We are seeking a dynamic and strategic Sales Leader - SAP to lead our SAP sales organization, drive revenue growth, and expand our footprint across enterprise clients.
The ideal candidate brings deep experience in enterprise sales, SAP ecosystems, and consultative selling with a proven ability to close large, complex deals.
Key ResponsibilitiesSales Strategy & Revenue Growth
- Define and execute the SAP sales strategy aligned with company growth objectives
- Drive revenue across SAP service lines (implementation, migration, AMS, transformation programs)
- Own and deliver quota targets and pipeline growth
- Identify and penetrate new accounts while expanding existing client relationshipsSAP Solution Selling
- Lead sales efforts for:o S/4HANA transformations (Greenfield, Brownfield, RISE with SAP)o SAP cloud solutions (BTP, SAC, Ariba, SuccessFactors, etc.)o Managed services and support offerings
- Position value-driven solutions tailored to clients' digital transformation goals
- Collaborate with solution architects and delivery teams to craft winning proposalsClient & Relationship Management
- Build executive-level relationships with CIOs, CFOs, and business leaders
- Act as a trusted advisor on SAP transformation journeys
- Lead complex negotiations and deal structuringTeam Leadership & Development
- Build, lead, and mentor a high-performing SAP sales team (hunters and farmers)
- Establish KPIs, territory plans, and sales motions
- Drive accountability, performance excellence, and continuous developmentPipeline & Performance Management
- Manage end-to-end sales pipeline and forecasting accuracy
- Track key metrics: win rates, deal size, sales cycle length
- Implement disciplined sales processes and CRM best practicesPartnership & Ecosystem Management
- Develop and manage relationships with SAP and partner ecosystem (hyperscalers, GSIs, ISVs)
- Align with SAP account executives and co-sell on strategic opportunities
- Leverage partner programs like RISE with SAPCross-Functional Collaboration
- Partner with delivery, pre-sales, marketing, and finance teams
- Collaborate on go-to-market messaging, campaigns, and vertical strategies
- Ensure seamless transition from sales to deliveryRequired Qualifications
- Bachelor's degree in Business, Technology, or related field (MBA preferred)
- 12+ years of sales experience with 7+ years in enterprise or SAP-focused sales leadership
- Proven success selling SAP services or solutions
- Strong understanding of:o SAP S/4HANA and ECC landscapeso SAP cloud and digital transformation offerings
- Demonstrated ability to close multi-million-dollar dealsPreferred Qualifications
- Experience working with SAP partners, system integrators, or consulting firms
- Knowledge of RISE with
SAP, GROW
with SAP, and SAP BTP ecosystem- Experience in industries such as Manufacturing, Retail, Life Sciences, or Energy
- Familiarity with deal shaping, pricing models, and outsourcing agreementsKey Skills
- Enterprise sales and strategic account management
- Deep SAP domain knowledge and ecosystem awareness
- Executive presence and stakeholder influence
- Strong negotiation and deal-closing ability
- Pipeline management and forecasting expertise
- Team leadership and coachingSuccess Metrics
- Revenue attainment vs. quota
- Growth in SAP service lines and new logos
- Deal size and pipeline coverage
- Strategic account expansion
- Sales team performance and retentionNice-to-Have
- Experience selling end-to-end digital transformation programs
- Exposure to AI/analytics within SAP (SAP BTP, AI Core, Data & Analytics)
- SAP-related certifications or formal training
- Required technical and professional expertise
- 12+ years of sales experience with 7+ years in enterprise or SAP-focused sales leadershipIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer.