Dealmaker

Introduction
A Dealmaker’s mission in IBM is to lead negotiate and close large multi-brand deals with complex pricing and contractual constructs in large enterprise agreements. With credibility as a trusted market and industry advisor you’ll understand deal complexities and be able to articulate the benefit of solution components that results in value optimization for IBM and our clients.

Engaging directly with business partners and their clients in support of high value engagements and opportunities you will augment partner and client engagements with IBM’s breadth of capabilities to align sales efforts with offering capability roadmaps and shape solutions that support brand-specific business strategies.

Your Role and Responsibilities
Being highly skilled in developing client relationships you’ll use your consultative style to lead client negotiation discussions that instill confidence and trust leading to investment in IBM’s products services and people.

Excellent onboarding and an industry leading learning culture will set you up for positive impact and success whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team you’ll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM’s products and services.

With excellent communication and empathy you’ll work closely with clients to develop trusting long-term relationships to understand and promptly respond to their needs. You’ll show them how IBM’s industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses.

Your primary responsibilities will include:

• Leading Complex Technology Deals: Lead plan design negotiate and close large complex technology deals that often involve multiple cross-brand solutions.
• Articulating Business Value: Skillfully articulate the business value of partnering with IBM ensuring the legal and accounting integrity of transactions throughout the contract’s duration.
• Structuring Contracts for Long-Term Success: Structure contracts with an emphasis on long-term revenue and profit while developing innovative business and financial models to meet evolving client requirements.
• Collaborative Licensing Strategies: Collaborate closely with IBM Licensing to align the best interests of the client and IBM. Show creativity and innovation in structuring complex deals for major international accounts.
• Contributing to Account Strategy: Actively contribute to account strategy focusing on building continuous business and financial value through the IBM and client partnership.

Required Technical and Professional Expertise

• You’re an entrepreneur – who likes to run a business and know that owning your own growth strategies and pipeline generation is fundamental to your success
• Strong collaboration and negotiation skills with ability to lead the collaborative process with both the client leadership IBM’s sales leadership and Business Partner leadership
• Customer Facing Experience: Preferred that the candidate has been successful in direct customer facing sales roles with a proven track record of delivering measurable results.
• Sales Process Leadership: Demonstrated capability in effectively steering the enterprise sales process from establishing the initial vision to concluding negotiations successfully
• Relationship Building: Outstanding track record in forging robust relationships with key stakeholders encompassing both external clients and internal collaborators at IBM. This achievement is based on active listening and transparent communication.

Preferred Technical and Professional Expertise

• Shaping Deals for Measurable Client Outcomes: Proven proficiency in contract management licensing and financial sales enabling the development of deals that yield quantifiable client results while aligning with business strategies.
• Software Product Expertise: Knowledge about software products in the fields of Observability Application Resource Management and Proactive Incident Management such as Instana Turbonomic Cloud Pak for Watson AIOps Enterprise AIOps and Red Hat OpenShift on IBM.
• Communication and Networking: Strong people communication and collaboration skills with a proven record of c-suite networking and influencing throughout the successful closure and post-closure expansion of complex technology sales cycles (including $multi-million deals).
• Understanding of IBM’s competitive differentiators in addition to our competition’s place in the market
• Experience in leading large complex deals and value-based selling with track record of overachieving quota.