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Introduction

At IBM, a career is more than just a job — it's a journey of growth, innovation, and impact. Whether you're contributing through design, development, consulting, or strategic thinking, you'll play a pivotal role in shaping the future. We don't just improve existing technologies — we explore bold ideas and solve problems that have never been solved before. If you're ready to engage with the next era of technology and make a meaningful difference, we want to hear from you.

Your role and responsibilities

The Proposal Specialist is responsible for providing leadership, knowledge, and support to help sellers and opportunity owners through the bid and proposal management process. They serve as the proposal development process expert and work closely with the sales team to develop proposal documents according to client requirements and IBM business rules and standard processes. The Proposal Specialist needs to be well-versed in all aspects of the proposal development process to help create high-quality proposals that articulate the customer's needs, proposed IBM solution, and the benefits to the client. They work closely with Technology Expert Labs Sellers and Solution Architects to collaboratively develop winning proposals that align with client requirements and maximize the chances of securing contracts.

• Defines and prepares Transaction documents (i.e. SOW, DOU, PCR, etc.) and proposals that clearly identify project objectives, scope, benefits, cost estimates, responsibilities of provider and recipient, key assumptions, deliverables definition, completion criteria, acceptance procedure, milestone schedule, project decision structure, status reporting and legal content needed to successfully execute a project.
• Understands the Conga process, and supports the bid and sales team by helping to develop bid tender content and integrate this content into proposals, presentations and other client deliverables, according to IBM business rules and standard processes
• Define technical and project management deliverables and document in the Agreement. Ensure agreements and proposals meet the sponsor's requirements, provide a total solution and accurately portray IBM's commitments and deliverables.
• Provides seller support by producing statements of work and pricing, during quote to contract signing period.
• Understands and analyzes services financial contract language, pricing structure, SLA with Service credits, baselines, COLA (cost of living adjustments), and benchmark and performance clauses.
• Take ownership of low value deals, especially to support the select territory
• Provide coverage when sellers are on leave.
• Support other countries in ASEAN as needed. This is a secondary area of responsibility.

Required education

Associate's Degree/College Diploma

Preferred education

Bachelor's Degree

Required technical and professional expertise

Education & Work Experience

• Diploma/Bachelor’s degree in Business, IT, Engineering, Management, Finance, or related field

• 2–4 years of experience in proposal management, bid management, contracts, project documentation, or sales operations

Core Skills

• Strong understanding of proposal development processes (SOW, DOU, PCR, etc.)

• Experience drafting Statements of Work (SOWs), proposals, and related transactional documents

• Ability to interpret and articulate project objectives, scope, deliverables, timelines, and acceptance criteria

• Familiarity with basic pricing structures, cost estimates, and financial terms

• Excellent written and verbal communication skills

• Strong coordination skills with cross-functional teams (Sales, Architects, Delivery)

• Ability to work under pressure and meet tight deadlines

• High attention to detail and accuracy in documentation

• Strong organizational and time-management skills

Technical / Tool Knowledge

• Proficiency with Microsoft Office (Word, PowerPoint, Excel)

• Basic understanding of CRM or sales tools (e.g., Salesforce)

Business Skills

• Ability to understand client requirements and translate them into proposal content

• Knowledge of IT services or technology solutions

• Ability to work independently and take ownership of assigned deals

Preferred technical and professional experience

Tools & Process Knowledge

• Experience with Conga (Apttus) CPQ or similar contract/proposal tools

• Familiarity with IBM processes, Offerings, SOW templates, and business rules

• Knowledge of IBM Technology Expert Labs or other IT service organizations

Industry & Domain Understanding

• Understanding of:

  • Service Level Agreements (SLAs)

  • Pricing models

  • COLA (Cost of Living Adjustments)

  • Benchmarks and performance clauses

  • Services financial terminology

Experience & Soft Skills

• Prior experience supporting ASEAN or multi-country proposal teams

• Experience working with or supporting sales teams, solution architects, or delivery managers

• Ability to support low-value deals independently

• Experience working in fast-paced environments

• Strong stakeholder management and negotiation skills

Certifications (Optional but Valuable)

• APMP (Association of Proposal Management Professionals) certification

• PMP or project management certification

• ITIL Foundation

• Any IBM certifications related to Cloud, Automation, or Data & AI

Hiring manager and Recruiter should collaborate to create the relevant verbiage.