Senior Managing Consultant

IBM


Date: 3 weeks ago
City: Riyadh
Contract type: Full time
Introduction

An IBM Senior Managing Consultant – Salesforce Practice is accountable for originating, selling, and overseeing Salesforce transformation programs, co-selling with Salesforce, and ensuring IBM is the go-to GSI for large-scale Salesforce-enabled digital transformation.

Your Role And Responsibilities

Your Role and Responsibilities

IBM Senior Managing Consultant – Salesforce Practice

Client Leadership & Relationship Management

  • Serve as a trusted advisor to CxO, Chief Digital Officer, and CRM leaders on customer, sales, service, and marketing transformation.
  • Lead executive conversations on Salesforce industry clouds (e.g., Financial Services Cloud, Health Cloud, Manufacturing Cloud, Public Sector Solutions).
  • Drive expansion of Salesforce footprint at strategic accounts (multi-cloud adoption, integration, data, AI).

Sales & Revenue Responsibilities

  • Pipeline & Opportunity Creation
    • Originate, qualify, and progress Salesforce-related opportunities in line with annual quota.
    • Leverage IBM’s ecosystem (Mulesoft, Slack, Tableau, Data Cloud, Agentforce) to bundle broader Salesforce solutions.
  • Deal Leadership
    • Shape Salesforce consulting and implementation deals: roadmap design, multi-cloud rollouts, managed services.
    • Collaborate with Salesforce account teams and IBM Client Partners to co-sell.
    • Lead solutioning and proposals ensuring client value, scalability, and strong IBM margin.
  • Quota Accountability
    • Carry personal sales target (commonly $5M–$15M per year depending on market/industry).
    • Drive bookings and signed contracts; credit tied to Salesforce practice growth.
Delivery & Practice Development

  • Provide executive sponsorship for Salesforce engagements (program governance, steering committees).
  • Ensure successful delivery of multi-cloud programs, integrations, and Salesforce + AI/GenAI projects.
  • Mentor Salesforce consultants, architects, and project managers.
  • Shape and deploy IBM’s Salesforce accelerators (Garage for Salesforce, industry templates, Zero-Copy Data for FSC).

Ecosystem & Partnership Engagement

  • Work closely with Salesforce AE, RVP, and Alliances teams to co-create account strategies.
  • Position IBM as a strategic Salesforce GSI by contributing to joint go-to-market plays.

Governance, Reporting & Compliance

  • Maintain accurate Salesforce pipeline and bookings forecasting in IBM CRM.
  • Follow IBM SIP rules on revenue crediting, deal registration, and compliance.
  • Track and report KPIs: Salesforce bookings, revenue realization, win rates, client referenceability.

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

Required Professional and Technical Expertise

  • Salesforce Domain Expertise
    • Proven experience leading Salesforce-enabled transformations (multi-cloud: Sales, Service, Marketing, Financial Services Cloud, etc.).
    • Deep understanding of Salesforce ecosystem (Mulesoft, Tableau, Slack, Data Cloud, Agentforce/Einstein AI).
  • Sales & Business Development Accountability
    • Demonstrated success in originating and closing Salesforce consulting deals ($5M+ annually).
    • Strong record of building pipeline, shaping proposals, and managing C-level relationships.
  • Consulting Delivery Leadership
    • Track record of governing large-scale Salesforce implementations — integration, data strategy, change management.
    • Ability to ensure delivery quality, margin performance, and client satisfaction (NPS/CSAT).
  • Ecosystem & Alliance Collaboration
    • Ability to work jointly with Salesforce account teams (AEs, RVPs, ISV partners) to co-sell and expand client footprint.
    • Experience aligning with hyperscalers (AWS, Azure, GCP) for hybrid cloud + Salesforce plays.
  • Leadership & Talent Development
    • Capability to mentor and grow Salesforce consulting teams, including architects and junior consultants.
    • Contribution to practice assets (industry accelerators, IP, playbooks) and thought leadership in the Salesforce space.
Preferred Technical And Professional Experience

Preferred Professional and Technical Expertise

over 8 years of Delivery and Sales Experience with multiple Salesforce solutions, projects and clients

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