Director - Deal Management

Introduction

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your role and responsibilities

HashiCorp an IBM company, is looking for an experienced Deal Manager to facilitate and structure the execution of non-standard and complex deals. This role will provide assistance to the Sales team and business stakeholders in optimizing key deals while adhering to the corporate policies, processes, programs, and systems that have impact on revenue generating transactions. A critical factor is a strong commitment, passion and dedication to the three pillars of Deal Management: deal support, deal enablement and deal governance. This person must demonstrate the ability to understand, as well as navigate through, complex problems while providing explanations and solutions that are thoughtful, sound and clearly communicated in an efficient, timely and skilful manner.

The Director of Management leads the global Deal Management team to support the sales organization in structuring, reviewing, and approving complex deals. This role is responsible for optimizing deal processes, ensuring pricing and contract compliance, and partnering cross-functionally with Sales, Finance, Legal, and Operations to enable scalable growth and deal velocity.

Responsibilities:

● Manage and mentor a team of deal desk analysts and specialists to support high-quality, timely deal execution.

● Partner with sales leadership to structure complex commercial proposals, ensuring alignment with pricing strategy, business goals, and margin targets.

● Review and approve non-standard deal terms, providing guidance on pricing, contract structures, and revenue recognition implications

● Serve as a liaison between Sales, Finance, Legal, and Operations to streamline deal workflows and resolve bottlenecks.

● Develop and enforce deal policies, pricing guidelines, approval matrices, and contract standards.

● Continually identify and drive process improvements, automation, and reporting to improve deal velocity and reduce sales cycle times.

● Analyze deal trends, KPIs, and pipeline forecasts to inform leadership decisions.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

● 6-8+ years of experience in/across deal desk, deal management and/or deal structuring with 2+ years in a leadership or managerial role at a software company

● Understanding of GAAP accounting standards with a strong knowledge base on ASC 605 and ASC 606.

● Experience with CPQ and quoting tools such as Salesforce or SAP

● Has developed and maintained standard deal desk processes, approval matrices and order terms

● Able to work in ambiguous environments under tight and unpredictable timelines

● Able to work with a high degree of autonomy

Preferred technical and professional experience

● Knowledge/Experience with HashiCorp suite of products

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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