Salesforce Sales and Delivery Lead at IBM

Introduction
As one of the world’s leading consulting services organisations, IBM Consulting’s mission is to be the Cognitive Enterprise and Hybrid Cloud journey partner for our clients. What does all this mean? Leading organisations globally are now building what IBM calls the Cognitive Enterprise, that is:

•  guided by AI-infused insights and intelligent workflows,
• differentiated by exponential technologies,
•  characterised by experience-led, digital transformation,
•  built for change on open & flexible hybrid clouds.

Your Role and Responsibilities

• The Salesforce Sales and Delivery Lead will be responsible for building and growing our local Salesforce market presence and pipeline as well as playing a key role in advising clients, sales activities and delivery phases of our client engagements. The Lead is responsible for strategizing and recommending high value solutions based on the client’s business needs. Key focus areas for the Lead includes:
• Leading IBM sales activities and having delivery oversight to ensure that we deliver value to our clients;
• Using in-depth knowledge of Salesforce solutions, the underlying value proposition and implementation approaches to identify opportunities in the market;
• Build a high quality salesforce pipeline and winning significant Salesforce business;
• Building and managing relationships with key clients at C-Suite and senior IT/business leadership levels;
• Providing Salesforce and industry thought leadership to enhance your personal and IBM’s profile and visibility in the market;
• Support the building and growing of the local IBM Salesforce business into the leading Salesforce services business in Southern Africa;
• Support the building and management of the relationship with Salesforce as a partner and a vendor;
• Leveraging the regional and global IBM Salesforce capability and actively participating in the IBM Salesforce and Customer Transformation network;
• Advising/supporting the solution architects and client buyers in shaping elegant and scalable solutions for large client engagements;
• Leading account/sales strategy and planning sessions;
• Engaging in practice development initiatives;
• Understanding the business requirements and validating the correct talent for client projects;
• Coaching and mentoring junior consultants in the Salesforce practise.

Required Technical and Professional Expertise

• At least 10 years technology and consulting experience (sales and/or delivery);
• Tangible C-suite and/or senior management relationships at key clients;
• Ideally have excelled in a similar role at another leading consulting and/or professional services firm;
• At least 5 years of experience in implementing/delivering complex projects involving Salesforce as a solution
• At least 3 Salesforce certifications;
• Should be up to date in Salesforce solutions, modules, architecture, integration, use cases etc.;
• Experience in delivering large-scale and/or transformational solutions and propositions at major national and/or global organisations;
• Possesses excellent oral and written communication skills;
• Financial acumen to shape and drive the commercial aspects of a deal to successful closure and sign-off.
• Ability to shape and deliver high quality and complex proposals to clients.
• Ability to work independently and drive business results with minimal supervision;
• Willingness to travel nationally and internationally;
• Ability to learn quickly and think creatively;
• Team player with strong interpersonal skills and ability to take a leadership role when necessary;
• Detail-oriented individual with the ability to quickly assimilate and apply new concepts, business models, and technologies;
• Experience in formulating go-to-market strategies and successfully architecting high-value deals;

Working understanding of modern exponential technologies and concepts such as Cloud, Platforms, Artificial Intelligence, Machine Learning, Blockchain etc.