Sr. Deal Manager I

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 skillful manner.

The role will work closely with internal stakeholders to ensure we are quickly addressing field requests and our customer needs. As a deal facilitator, the Deal Manager is expected to own and manage the deal process from end to end and help drive efficiency and improvements in the deal making process. This role has the opportunity to develop into a leadership role.

• Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deals and work side by side in a strong partnership with the Sales, Finance, and Legal teams on the day to day aspects of the deal process with focus on deal structuring, contract reviews and revisions
• Establish strong and trusted working relationships with all internal teams and stakeholders that provide inputs to deal structures or may be affected by non-standard elements of a deal.
• Serve as a partner, trusted adviser, and advocate for the Sales team on key deal structuring; advise on alternatives, possible ramifications, or value propositioning to help guide deal closures
• Draft and review special requests for non-standard business terms for reasonableness and compliance with deal policies and best practices
• Manage and process deal and agreement reviews and approvals through company processes and systems
• Ensure deals adhere to the company approval framework and associated policies
• Facilitate and manage forward deal momentum as well as troubleshoot, escalate, and resolve any issues
• Work cross-functionally to develop and enhance customer-buying programs that are designed to fit the purchasing needs of our customers
• Participate in customer communications and discussions
• Meticulous in your attention to detail and take pride in ensuring that your work is accurate and thoughtful in nature.
• Excellent communication skills in knowing how develop partnership to effectively convey the needs of the sales team and customer to the appropriate stakeholder
• Highly organized in the ability to juggle competing priorities and strive to support each with equal attention to detail and quick turn-around.
• Strong sense of ownership and accountability
• Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework
• Collaborate with cross-functional IT teams, including development, testing, PnP, RevOps and operations teams, to ensure successful coordination and alignment
• Continuously evaluate and improve processes, documentation, alignment with industry best practices

• 5-7+ years of operations experience with technology companies in functions such as deal
• Understanding of GAAP accounting standards with a strong knowledge base on ASC 605 and ASC 606.
• Experience with SFDC Quote to Cash CPQ Tool
• 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

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences