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Technology Dealmaker Sales

IBM

IT, Sales & Business Development

Texas City, TX, USA · California, USA

Posted on Jul 1, 2025

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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.

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

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 education

High School Diploma/GED

Preferred education

Bachelor's Degree

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 experience

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.

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

ABOUT BUSINESS UNIT

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.

YOUR LIFE @ IBM

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?

ABOUT IBM

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 is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

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

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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