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Dealmaker Business Value Engineer

IBM

São Paulo, SP, Brazil

Posted on Apr 1, 2026

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

As a Dealmaker for the Software Portfolio, you will address clients' business needs and deliver client value while supporting the strategy of the entire Cloud and Cognitive Software portfolio. You will lead planning sessions and large deal designs to drive Enterprise License Agreement (ELA) closures and increase IBM's footprint and market share. Your primary responsibilities will include: • Lead Planning Sessions: Lead planning sessions with sales teams to identify specific business strategies and design large deals that increase IBM's footprint and market share across single or multiple business units and geographies. • Deliver Client Value: Deliver client value by addressing clients' business needs and supporting the strategy of the entire Cloud and Cognitive Software portfolio, including Cloud Platform, Data and AI, Automation, AI Applications, and Security. • Drive ELA Closures: Drive Enterprise License Agreement (ELA) closures through negotiations, maintaining equity and consistency based on client commitment. • Collaborate with Sales Teams: Work with sales teams to identify and pursue opportunities that align with the client's business needs and IBM's strategy. • Maintain Equity and Consistency: Ensure that client commitments are met and maintained, ensuring equity and consistency throughout the ELA process.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Cloud and Cognitive Software Portfolio Knowledge: Experience with the entire Cloud and Cognitive Software portfolio, including Cloud Platform, Data and AI, Automation, AI Applications, and Security, to deliver client value and support business strategies. • Large Deal Design Expertise: Experience in designing large deals that increase footprint and market share across single or multiple business units and geographies, with a focus on Enterprise License Agreement (ELA) closures. • Negotiation and Client Commitment Management: Experience with negotiations and managing client commitments to drive ELA closures, ensuring equity and consistency throughout the process. • Sales Team Collaboration: Experience working with sales teams to identify and pursue opportunities that align with client business needs and IBM's strategy. • Business Strategy Development: Experience in developing specific business strategies through planning sessions with sales teams to increase IBM's footprint and market share.

Preferred technical and professional experience

• Cloud and Cognitive Software Portfolio Familiarity: Experience with Cloud Platform, Data and AI, Automation, AI Applications, and Security is beneficial for delivering client value and supporting business strategies. • Large Deal Design Knowledge: Familiarity with designing large deals that increase footprint and market share across single or multiple business units and geographies can be an asset in driving ELA closures. • Negotiation and Client Commitment Understanding: Exposure to negotiations and managing client commitments can help ensure equity and consistency throughout the ELA process.

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 500 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

All our positions are eligible for people with disabilities PwD or rehabilitated.

Important Notice to Candidates

IBM does not charge any fees or request any kind of payment from candidates to participate in its recruitment processes. This includes, but is not limited to, application fees, costs for sending documents, or any payment related to the application or interviews. If you receive any request for payment in the name of IBM, we strongly recommend that you do not proceed and report it immediately through the company’s official channels.

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