Pursuit Manager
IBM Computing, Cleveland, OH, United States
Introduction
A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.
Your role and responsibilities
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.
Required technical and professional expertise
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
Preferred technical and professional experience
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.
Cross‑Functional Leadership in Matrix Environments
Proven ability to lead and influence diverse, cross‑functional teams across markets and industries within large, matrixed organizations.
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.
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A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.
Your role and responsibilities
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.
Required technical and professional expertise
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
Preferred technical and professional experience
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.
Cross‑Functional Leadership in Matrix Environments
Proven ability to lead and influence diverse, cross‑functional teams across markets and industries within large, matrixed organizations.
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.
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