Introduction
IBM Cloud is differentiated from hyperscaler’s in its strategy to support and manage regulated workloads such as Financial Services, Telcom, HealthCare and Government. As IBM cloud has developed several very large-scale $100M+ (TCV) market propositions and as such is building pursuit teams to develop and execute these transactions with our clients.

Your Role and Responsibilities

• The Strategic Pursuits Leader (Deal Maker) will develop, execute, and close IBM Cloud’s most strategic opportunities operating at a C level with our clients of which are extensively within the Fortune 100 segment.
• The Strategic Pursuits Leader (Deal Maker) will be 100% accountable for the success of the opportunity and will do whatever it takes within the boundaries of role to develop a business outcome based winning proposition for the client.
• The role will include leading a large multi-skilled matrix team to identify, qualify, design, propose and contract $100M+ opportunities.
• The role will include a balance of internal stakeholder management (at an executive level), team leadership and external selling to senior clients.
• Typically, pursuits will consist of large-scale transition and transformation of existing premiss based applications and workflow to the IBM cloud.
• In many instances, such opportunities will include outsource/out task functions and such experience in developing and leading these kinds of engagements will be required.
  

Required Technical and Professional Expertise

• Major-deal leadership and execution experience in within IT/Telecom/Cloud marketplace.
• A Business Outcomes based approach to selling, focusing on the client’s needs, and leading a team to successful develop a wining proposition
• Ability to craft a differentiated value proposition for every engagement and promote this to the highest level of the customers organization. Leverage ecosystem partners.

Preferred Technical and Professional Expertise

• Successful business development experience at the most senior level with fortune 200 companies.
• Understanding of strategic large deal development and structuring to include outsourcing experience.
• Expansive multi-disciplinary team leadership
• TCO/ROI modeling development and understanding
• Ability to expertly manage internal stakeholders and always communicate concisely
• Ensure that the wider deal team understand their role and responsibilities. Hold them accountable for their tasks.

IBM 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.

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

In 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?

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.

IBM’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 responsible technology innovator and a force for good in the world.

IBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:

• 12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.
• World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.
• Well-being programs to support mental and physical health.
• Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).
• Select educational reimbursement opportunities.
• Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.
• Giving and volunteer programs to benefit charitable organizations and local communities.
• Discounts on retail products, services, and experiences.

The compensation range for this position is based on a full-time schedule. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation will be adjusted to reflect your hours. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

US Citizenship required.

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, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.