**Introduction** The Deal Strategist is a critical member of IBM’s Sales and Growth Team, supporting federal Top Deals and other designated deals across all pursuit phases — Identify, Engage, Qualify, Design, and Propose. Working alongside the Business Development Leader, Industry/Account Leader, Service Line Leader, Service Line Solution Architect, Deal Leader, GWAC PM, Proposal Manager, Price-to-Win Analyst, Competitive Intelligence Analyst, and Federal Marketing, the Deal Strategist helps shape the competitive strategy and ensures that every aspect of the pursuit is aligned to the client’s mission priorities, IBM’s differentiated value, and a path to a best-value award. The Deal Strategist operates as a strategic force multiplier — ensuring IBM’s Top Deals are positioned for decisive wins through insight, precision, and differentiation. **Your role and responsibilities** * Develops and sharpens pursuit strategies that integrate client hot buttons, competitive intelligence, IBM’s key strengths, and price-to-win insights into actionable win themes, strengths, and positioning. * Performs strategic messaging orchestration across call plans, solution development, executive summaries, and proposal narratives to ensure a unified and client-centric story. * Supports key strategy sessions including Wargaming (Black Hat reviews), Win Strategy Workshops, Solution Design Sessions, and Price-to-Win Strategy meetings to drive alignment and rigor across the team. * Advises Deal Leaders, Proposal Managers, and writers to ensure deliverables are sharply client-focused, clearly differentiated, and responsive to evaluation criteria. * Monitors and adapts pursuit strategies dynamically as client intelligence, competitive insights, and solicitation changes emerge. * Supports strategic reviews (Blue, Pink, Red, and Gold Teams) by assessing whether the pursuit delivers a clear, compelling, and client-driven value proposition aligned to IBM’s win strategy. * Delivers Performance Coaching to the pursuit team, including: * Orals preparation and coaching: Crafting orals strategies, strengthening messaging, building confidence, and running mock presentations. * Pursuit training: Reinforcing best practices for capture, strategy development, proposal writing, and strategic messaging. * Real-time pursuit feedback: Providing actionable coaching during key pursuit milestones (strategy sessions, strategic reviews, orals rehearsal) to continuously improve team performance and client impact. * Lessons learned integration: Capturing strengths and improvement areas post-pursuit to strengthen future efforts. * Must be a US Citizen * This Job can be performed from anywhere in the US **Required technical and professional expertise** * Bachelor’s degree in Information Systems, Computer Science, Engineering, Business Administration, or a related field (or equivalent experience). * Minimum of nine (9) years of progressive hands-on experience with SAP, including SAP Basis administration, Security, Change Management, and Integration technologies. * Proven expertise in SAP infrastructure design, configuration, and performance management across complex enterprise environments. * Deep knowledge of SAP Data Dictionary, SAP Solution Manager, Transport Management, and Oracle physical design for SAP. * Experience in SAP sizing, workload characterization, and capacity planning. * Demonstrated ability to lead strategic pursuits and solution development, aligning SAP capabilities to business outcomes. * Strong communication skills (oral and written) with demonstrated ability to influence and engage executives, technical leaders, and cross-functional teams. * Track record of technical and managerial leadership, including setting goals, directing delivery teams, managing financials, and ensuring compliance with client requirements. * Relevant SAP Certifications (one or more required): * SAP Certified Technology Associate - System Administration (SAP HANA) with SAP NetWeaver * SAP Certified Technology Specialist - System Security Architect * SAP Certified Technology Associate - SAP S/4HANA System Administration * SAP Certified Application Associate - SAP Integration Suite / CPI * SAP Certified Technology Specialist - SAP HANA Installation & Operations **Preferred technical and professional experience** * Demonstrated ability to evaluate, develop, and maintain SAP infrastructure roadmaps to reduce complexity and increase cost efficiency. * Deep understanding of SAP architecture, industry trends, and emerging technologies to guide enterprise-level strategy. * Experience aligning SAP solutions with federal mission needs, particularly in defense and homeland security environments. * Strong background in governance, risk management, and compliance frameworks (e.g., FedRAMP, DoD IL-5, NIST 800-53, NIST 800-171). * Expertise in SAP NetWeaver architecture, integration layers, and development workbench. * U.S. citizenship with the ability to obtain and maintain a federal security clearance. * Proven success in executive-level client engagement, negotiation, and thought leadership, with the ability to influence strategy at scale. IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.