As a Financial Deal Maker, you will work on a team with primary responsibilities including opportunity identification, opportunity progression, and unique value proposition development with the goal to increase signings for IBM. You will be responsible for understanding the breadth of offerings that IBM can provide, and being highly collaborative within the organization. You will work closely with leadership to develop business, grow relationships, and close deals for IBM. Specifically, you will:
Collaborate with deal leader and/or account leader to put together a compelling financial proposition for clients and negotiate the financial aspects of the deal
Develop the financial solution and innovative commercial models for a deal based on client requirements while ensuring IBM Global Services meets its profit goals and objectives over the life of the contract
Plan, conduct and provide supporting financial analysis for negotiations with external parties. Applies full mastery of financial analysis and accounting techniques to efforts that have a broad company scope and/or are of vital importance to the company.
Perform complex and often highly technical financial analysis and modeling that will help drive deal closure
Apply techniques and concepts as cost of capital analysis, economic value add, and statistical correlation and regression to business situations.
Develop comprehensive financial models and analysis using portfolio management techniques across corporate wide investment opportunities.
Demonstrate product, service, and marketplace knowledge and experience when developing commercial constructs, financial models. Knowledgeable with pricing models offered in the market place including but not limited to “as-a-service”, consumption based, transactions based, business outcome based, revenue share, fixed price, KPI based etc.
Identify problems, performance exposures, and strategic issues w.r.t deals and provide in-depth yet concise analysis of cause and alternative solution approaches. Lead an industry focused team with development of new and/or expansion of existing business.
Plan and execute tactics required to support 15-20 accounts per month.
Act as a rapid-reaction force to respond quickly and effectively to short-fuse opportunities
In this role, you will have the opportunity to interact directly with clients. As such, travel to client sites is required, up to 4 days per week. Preferred candidates will reside within a 50 mile radius of a major airport.
Who You Will Be Working WithGlobal Business Services (GBS) Deal Squads consist of teams of multi-disciplinary experts to help close large, complex deals within the Industrial, Financial Services, Communications, or Distribution Sectors. You will work in a team that is responsible for progression, conversion, and closure of large deals within a Sector/industry. The Financial Deal Maker will be part of a cross-functional team that will typically include a Deal Coach, Writers, and Designers. Your team will be focused on a particular industry such as Automotive, Banking, Telecommunications, Retail, or Manufacturing. Why IBM?Apple. Twitter. Box. These are just a few of the global partners working with IBM Global Business Services (GBS); enabling enterprises to make smarter decisions and providing unparalleled client and consumer experiences via Cognitive data analytics, cloud technology and mobile app development. IBM GBS is a team of business, strategy and technology consultants who help clients envision their future as cognitive enterprises, all supported by the industry’s most sophisticated talent model. With global reach, outcome-focused methodologies and deep industry expertise, GBS empowers clients to digitally reinvent their business and get the competitive edge in the cognitive era in over 170 countries.This is your opportunity to join a company where you can make the world work better – we are IBMers, and that’s what we do.Bottom line? We outthink ordinary. Discover what you can do at IBM.
At least 12 years experience in building commercial models for deals with TCV >$50M
At least 12 years experience in selling and delivering strategic consulting solutions
At least 12 years experience in selling complex consulting projects for a Tier 1 consultancy in the Digital , Analytics, or Strategy practices
At least 12 years experience in business development with C-suite relationship builder skills
At least 12 years experience in negotiating and selling consulting projects
At least 12 years experience in working within Industrial, Financial Services, Communications, Life Sciences, Consumer Packaged Goods, Travel & Transportation, or Retail Industries