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Deal Strategy Lead – EMEA Region
About IBM Global Sales
At IBM Global Sales, we unite innovation, collaboration, and industry expertise to tackle our clients’ most complex business challenges. Operating across diverse industries and geographies, your work will partner with colleagues, clients, and stakeholders to co-create transformative solutions that drive digital transformation and sustainable business impact.
To thrive in Global Sales requires a blend of curiosity, empathy, and collaboration. You’ll bridge technical expertise with strong interpersonal skills, forming trusted relationships while shaping solutions that deliver value for both business and society.
IBM fosters career growth through:
- Cutting-edge onboarding programs
- Ongoing learning opportunities
- A supportive, global culture where innovation and impact matter
Join us—and become part of a passionate team driving meaningful change.
Your Role: Deal Strategy Lead (EMEA)
Core Responsibilities
As a Deal Strategy Lead in the Deal Strategy (DS) team, you will lead engagements in the EMEA region, acting as a bridge between our Field Sales Org and internal teams. Your strategic prowess will ensure that deal structures, proposals, and solutions are tailored to meet customer needs while advancing company growth.
Key Accountabilities
- Lead strategic deals across industries, collaborating with Sales leadership, Regional Sales Directors (RSDs), Account Executives (AEs), Solution Engineers (SEs), and internal stakeholders (e.g., Customer Success Group (CSG), Finance, Product, Operations).
- Shape valued-driven responses: Work with the field to turn complex customer pain points into tailored deal structures that resonate with long-term business goals.
- Insight gatherer: Serve as the voice of the field, feeding into the company’s pricing, deal structures, and value propositions by sharing trends, competitive insights, and direct customer feedback.
- Train and mentor: Upskill Field Teams with best practices in deal structuring, pricing, and competitive positioning—elevating the entire organization’s effectiveness.
- Cross-functional flair: Manage timelines, expectations, and stakeholders and refine processes when engagements exceed standard protocols (e.g., innovative, boutique deals).
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You will report directly to the Sr. Director, Global Deal Strategy.
What You’ll Do Daily
- Craft competitive deal proposals: Partner with sales teams to design high-impact, forward-looking proposals responding to customer needs while ensuring long-term revenue.
- Define the value narrative: Collaborate with Value Engineering and sales peers to co-create compelling value propositions and brainstorm deal strategy tactics early in customer engagements.
- Uncover customer insights: Lead deep-dive dialogues with account teams and buyers to articulate core business challenges and architect solutions generating mutually beneficial outcomes.
- Own commercial strategies: Serve as the subject matter expert in value-based selling methodologies, including:
- Best practices in deal structuring
- Complex pricing strategies
- Commercial levers for maximizing deal appeal and scalability.
- Coordinate multi-stakeholder deals: Oversee the deal cycle across parallel engagements, managing timing, approvals, and execution for tailor-made opportunities.
- Optimize processes: Identify opportunities to scale repeatable strategies and improve interdepartmental hand-offs for smoother, more efficient deal execution.
Key Experience & Technical Expertise
To excel in this role, you’ll need a strong analytical and strategic mindset, coupled with hands-on expertise in:
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Essential Skills & Experience
- Experienced in Management Consulting, Deal Strategy, Finance, Deal Pursues, or Strategic Growth roles.
- Mastery of critical thinking: Capacity to break down complex concepts into data-driven, logical hypotheses with big-picture insight.
- Business case builder: Experience in financial analysis and business case development, guided by a commitment to evidence-based decisions.
- Software monetization knowledge: Deep understanding of software pricing models (SaaS, perpetual, on-demand, consumption-based) and emerging trends in Data, Enterprise Architecture, and Infrastructure.
- Agile multitasker: Ability to manage multiple projects simultaneously—balancing deadlines, expectations, and risk without sacrificing outcome quality.
- Remote collaboration: Skilled in building cross-functional relationships across distributed teams, spanning large enterprise deals.
- Clear communicator: Strong verbal and written communication skills, crafting messages for diverse audiences—from leadership to gigantic global accounts.
Desired Behaviour
- Customer-centricity: Past work in shaping proposals for executives or high-impact customers (e.g., strategic deals).
- Go-to-market smarts: Experience or keen interest in strategy and execution in sales innovation.
- Portfolio adaptability: Continued expertise (and hunger to learn) in modern deal constructs, including on-premise cloud, hybrid, and emerging paradigms like Data in Motion.
This is more than a job; it’s a dynamic revolution—where strategy, analytics, and empathy converge to shape next-generation customer relationships. Join us and lead consulting at its highest level.
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