Senior Managing Consultant

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