SAP A&D GTM Manager

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 looking for a strategic and execution-focused SAP A&D GTM Manager to drive go-to-market initiatives for SAP solutions within the Aerospace & Defense industry. This role will define and execute targeted GTM strategies, align offerings with market demand, and enable sales teams to accelerate pipeline and revenue growth.

The ideal candidate combines industry expertise in Aerospace & Defense, SAP solution knowledge, and strong experience in market strategy, sales enablement, and business development.

Key Responsibilities

GTM Strategy & Execution

Develop and execute industry-specific GTM strategies for SAP A&D solutions

Identify target segments, buyer personas, and competitive positioning

Define messaging, value propositions, and solution differentiation

Align GTM initiatives with overall sales and growth objectives

Industry Expertise (A&D)

Serve as a subject matter expert in Aerospace & Defense industry trends, including:

Supply chain resilience

Defense contracting compliance (e.g., ITAR, DFARS)

Digital manufacturing and engineering transformation

Map SAP capabilities to A&D-specific business challenges

Sales Enablement

Create and deliver sales playbooks, pitch decks, and solution collateral

Enable sales teams with tools, messaging, and training

Partner with sales leadership to drive pipeline development

Solution Alignment

Position SAP offerings such as:

SAP S/4HANA (including Defense & Security solutions)

SAP Digital Manufacturing & Supply Chain

SAP Asset Management (EAM)

SAP Business Technology Platform (BTP)

Collaborate with solution architects to align offerings to market needs

Pipeline & Growth

Support deal strategy on large, strategic A&D opportunities

Work with sales teams on account planning and pursuit strategies

Track GTM effectiveness and optimize based on results

Partnership & Ecosystem Collaboration

Collaborate with SAP, system integrators, and alliance partners

Co-develop joint campaigns and industry-specific initiatives

Required Qualifications

8-12+ years of experience in GTM strategy, sales, or consulting, with SAP focus

Strong knowledge of SAP solutions (S/4HANA, supply chain, manufacturing, or defense solutions)

Experience in Aerospace & Defense industry

Proven ability to drive pipeline creation and revenue growth

Strong communication and executive presentation skills

Preferred Qualifications

Experience working at SAP, a large SI (Accenture, Deloitte, Capgemini, etc.), or a consulting firm

Familiarity with government/defense contracting environments

Exposure to cloud transformation and RISE with SAP

MBA or equivalent

Required technical and professional expertise

8-12+ years of experience in GTM strategy, sales, or consulting, with SAP focus

Preferred technical and professional experience

• Advanced Acquisition Knowledge: Deep understanding of acquisition or integration agreements, including expertise in interpreting and applying relevant clauses and requirements, is beneficial for success in this role.

• Incentive Plan Optimization: Experience with optimizing incentive plans to drive business outcomes, while ensuring compliance with contractual terms and conditions, is a valuable asset.

• Strategic Risk Mitigation: Ability to identify and mitigate potential risks associated with non-compliance, ensuring seamless execution of incentive plans and agreements, is a preferred skill.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.