Technology Sales Software Dealmaker

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

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 will understand deal complexities, and be able to articulate the benefit of solution components that results in value optimization for IBM and our clients.

• Being highly skilled in developing client relationships, you will 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 will 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.

Preferred Location: Washington, DC.

Required Technical and Professional Expertise

• Sales Process Leadership: Demonstrated capability in effectively steering the enterprise sales process, from establishing the initial vision to concluding negotiations successfully.

• 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.

• 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

• Software Product Expertise: Knowledge about software products in the fields of Data, Automation, AI, Security, Sustainability, and Red Hat.

• Mainframe MLC Pricing Knowledge: Understanding of mainframe Monthly License Charge (MLC) pricing.

• History of selling software to the Federal Market is a plus.