Introduction
As a Deal Facilitator you will provide leadership, knowledge, support, and teaming to help sellers and opportunity owners through the bid and proposal management process.
This role specialty operates as the Subscription proposal development process expert and supports the sales team in developing proposal documents according to client requirements and IBM business rules and standard processes. Their scope includes opportunity management, proposal support, document management, basic graphic design, and IBM company information. Understanding the Opportunity to Order (O2O) process, supporting the bid and sales team by helping to develop bid tender content, and integrating this content into proposals, presentations, and other client deliverables, according to IBM business rules and standard processes. Must be proficient in the use of standard software packages used for design deliverables, document composition, editing and publishing, managing classified IBM information and following IBM business rules and standard processes.
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Your role and responsibilities
Subscription Proposal Development:
• Receive content (scope, responsibilities, deliverables, assumptions, staffing plan, schedule, work breakdown structure) from the Solution Architect (SA) to enable the creation (incorporating all content provided by the SA, assembling the content using the correct template, and finalizing the content) of the transaction document for final delivery to the client.
• Work closely with the Solution Architect to understand the proposed solution, work breakdown structure and staffing plan.
• Understand IBM's Best Practices and guidelines for creating transaction documents (SOWs, PCRs, DOUs, etc).
• Ensure IBM's proposal development guidelines are followed to create transaction documents based on the content received from the SA.
• Ensure the correct IBM Agreement is referenced in the transaction document.
• Identify non-standard Terms and Conditions (T&Cs) included in the transaction document. Engage IBM Legal when needed.
• Attend the Solution Review meeting (as requested) to review the transaction document and associated pricing and incorporate feedback as needed. Discuss non-standard T&Cs.
• Manage workload to meet timelines for proposal delivery to the client. Incorporate appropriate time in the schedule for reviews and updates.
• Contribute to the development of SOW templates for our top sales plays based on IBM proposal development guidelines.
• Review SOW templates with peers so all are aware of their availability.
• Contribute SOW Templates to a central repository so all know where they are located.
• Annually update SOW templates based on feedback from Solution Review meetings and projects teams delivering the solutions.
Subscription Pricing Development:
• Work closely with the Solution Architect to understand the proposed solution, the work breakdown structure, the price type (T&M, Fixed, Mixed) and the staffing plan.
• Understand IBM's pricing guidelines (Worldwide, Market, GEO, Business Unit, etc).
• Understand how to create a Price Case using IBM's pricing tools, validation of SoW using IBM fulfillment tools and project tools
• Develop the Price Case based on the proposed solution, the proposed staffing plan, the price type and IBM pricing guidelines.
• Attend the Solution Review meeting (as requested) to review the transaction document and associated pricing and incorporate feedback as needed.
• Transaction support for Subcontractors, Assets and Renewals
Required education
Associate's Degree/College Diploma
Preferred education
Bachelor's Degree
Required technical and professional expertise
- Strong collaboration and communication skills as you work with Solution Architects, Sellers, and Delivery Owners.
- A proven track record of meeting deliverable timelines.
- Working knowledge of IBM tools (Pricing - SDM GPE, Conga).
- Writing skills: can clearly and concisely document details. Take a Budget & Planning document and convert it to an executable SOW.
- Knowledge of products and solutions to help you write SOWs, PCRs, DOUs.
- Working knowledge of project methodology.
- Strong attention to details.
- The ability to quickly create a SOW, PCR, DOU and the associated price case.
- Leadership skills: Ability to build strong alliances and fostering high levels of trust.
- Understand the broader IBM and Partner ecosystem.
- Proficient in Word, Excel and PowerPoint.
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 50 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.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.