Pursuit Manager

The Strategic Sales Pursuit Manager’s purpose is to accelerate large, complex deal closings by managing, consulting, and executing end-to-end pursuit management best practices from early deal origination through contract registration.

The Pursuit Manager is a part of the IBM Consulting Americas Strategic Sales Team. This internal position collaborates with Deal Leaders and Market / Industry Deal Coaches and Deal Teams to manage multiple client deliverables for sole source and competitive client opportunities in the sales process, including, but not limited to IBM-originated and RFx engagements. The Pursuit Manager develops the pursuit plan, helps define and engage the appropriate deal team resources, and provides continuous management leadership to the entire deal team. The Pursuit Manager tracks and drives proposal development and associated deliverables to satisfy the client's business and technical requirements as well as manages the internal review and approval process for the solution and pricing. This position also provides hands-on management of the entire deal life cycle, from origination to close, and works as trusted advisor, along with the Deal Leader, to the Deal Team.

This job can be performed from anywhere in the US.

•    Proven leadership, management, consulting, planning, and plan execution experience

•    Proven sales, proposal, bid, and /or project management experience

•    Proven talent for continuous skills learning, application, and sharing

•    Self-confidence in working with Executives and leading teams

•    Outstanding communications, both written and oral, and people skills

•    Very strong critical thinking, design thinking, and problem-resolution skills

•    Very strong organization, time management, meeting management, and collaboration skills

•    Strong financial tracking and reporting skills. 

•    Work professionally and calmly under pressure against tight client deadlines

•    Anticipate issues / challenges and proactively act to address same

•    Strategic Deal, Solution, and Financial Acumen

Experience shaping solutions and pricing strategies, working with financial models to articulate business value and support complex deal decision making.

•    Pursuit Governance and Execution Excellence

Strong understanding of enterprise pursuit governance, including internal review and approval processes, document and deliverables management, and disciplined deal execution.