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Technology Sales Dealmaker- Mid-Atlantic Region



IT, Sales & Business Development
Posted on Wednesday, January 31, 2024
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.
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.

Your Role and Responsibilities
With excellent communication and empathy, you will collaborate closely with clients to develop trusting, long-term relationships to understand and promptly respond to their needs. You will 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

  • 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 Observability, Application Resource Management, and Initiative-taking Incident Management, such as Instana, Turbonomic, Cloud Pak for Watson AIOps, Enterprise AIOps, and Red Hat OpenShift on IBM.
  • Mainframe MLC Pricing Knowledge: Understanding of mainframe Monthly License Charge (MLC) pricing.