Principal, Deal Strategy APAC Leader

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

About the Role:

As a Principal in our Deal Strategy (DS) team, you will lead DS engagements in the APAC region. You will be key to building relationships and collaborating with the Field Sales Org, including Sales leadership, Regional Sales Directors (RSDs), and Account Executives (AEs), and Solution Engineers (SEs). You'll dive deep into products/offerings and value propositions, ensuring you're well-versed to work effectively with internal teams including our Customer Success Group (CSG), Finance, Product, Operations, and others. Together, we ensure that our deal structures and proposals are strategically tailored to meet our customers' needs.
Your role on the DS team goes beyond just working on deals. You'll be our ears on the ground, providing valuable feedback from the field about trends, competitive insights, and customer feedback. This information is crucial for continuously refining our pricing, deal structures, and overall value proposition. Additionally, you'll play a pivotal role in facilitating training and education, helping to instill best practices across our Field Teams. In short, your work will impact our direct sales efforts and contribute to our broader business strategy's ongoing evolution and success. This position reports to our Sr. Director, Global Deal Strategy.

• What you’ll do
• Collaborate with sales teams on our non-standard deals by structuring strategic and competitive proposals that meet customer needs and are beneficial to long term growth.
• Co-create the value proposition of offerings with our Value Engineering and sales teams and brainstorm on potential deal strategy plays in early customer engagements.
• Perform deep-dive discovery and qualification with account teams and customers to understand the business problems we are solving for and work towards mutually beneficial outcomes.
• Serve as a subject matter expert in value selling methodologies including best practices for deal structuring, complex pricing strategies, and commercial levers.
• Manage cross-functional stakeholders timing and expectations during the deal cycle for multiple in-flight deals occurring in parallel. This may include leading working sessions, performing analysis and consolidating approvals for innovative, strategic deals that fall outside standard processes.
• Identify opportunities to build repeatable, scalable processes within our team and our hand-offs to internal stakeholders.
• Continuously update your expertise in our portfolio, including on-premise, cloud, and hybrid deal constructs, to provide informed advice and support
  Required education
  Bachelor's Degree
  Preferred education
  Master's Degree
  Required technical and professional expertise
• What You Will Bring
• Bachelor’s degree with experience in roles such as Management Consulting, Deal Strategy, Finance, Deal Pursuits, & Growth or Strategy.
• Exceptional critical thinking skills with the ability to absorb and synthesize complex concepts in varied situations into logical, data-driven decisions
• Experience constructing strategic hypotheses with deep understanding of the big picture view of the operational implications.
• Proficient in financial analysis and partnering on the development of  business cases, with a bias towards data driven decision making
• Deep understanding of various software selling models (SaaS, perpetual, on-demand, consumption, etc.) and a strong interest in Data, Enterprise Architecture, and Infrastructure
• Knowledgeable about the Data and SaaS/Cloud industries, with a keen aptitude for learning about Data in Motion and our portfolio
• Demonstrated ability to meet timelines on multiple projects while simultaneously managing stakeholder expectations and managing risk.
• Capable of building relationships and solving problems with cross-functional teams in a remote environment
• Strong communication skills, both oral and written, able to effectively convey information across different teams, roles, and levels
• Relevant experience putting together proposals for executives or customers coupled with past experience or interest in go-to-market strategy and execution
  Preferred technical and professional experience
  NA

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:

For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Principal, Deal Strategy APAC Leader
Job ID
115207
City / Township / Village
Singapore
State / Province
Central Singapore
Country
Singapore
Work arrangement
Hybrid
Area of work
Sales
Employment type
Regular
Position type
Professional
Travel required
Some travel may be required based on business demand
Company
(8340) IBM Singapore Pte. Ltd.
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
Yes
Application Info
Be aware: Recruitment Scams
Privacy statement
Learn more about IBM
English
Contact IBM
Privacy
Terms of use
Accessibility