at IBM in Chicago, Illinois, United States
Job Description
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.
About Business UnitIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
About IBMIBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a
