Senior Managing Consultant

Introduction

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.

• Client Leadership & Relationship Management
  • Serve as 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.

• Bachelor's Degree

• 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.

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

Mid‑Senior level

Full‑time

Consulting, Information Technology, and Sales

IT Services and IT Consulting