**Introduction** A career in IBM Consulting is rooted by long-term relationships and close collaboration with clients across the globe. You'll work with visionaries across multiple industries to improve the hybrid cloud and AI journey for the most innovative and valuable companies in the world. Your ability to accelerate impact and make meaningful change for your clients is enabled by our strategic partner ecosystem and our robust technology platforms across the IBM portfolio; including Software and Red Hat. Curiosity and a constant quest for knowledge serve as the foundation to success in IBM Consulting. In your role, you'll be encouraged to challenge the norm, investigate ideas outside of your role, and come up with creative solutions resulting in ground breaking impact for a wide network of clients. Our culture of evolution and empathy centers on long-term career growth and development opportunities in an environment that embraces your unique skills and experience. **Your role and responsibilities** •Responsible for large deal origination and qualification •Work with Consulting leadership and IBM Industry leaders to initiate and conduct transformational conversations with C-suite, industry-shaping decision makers in our top accounts and select whitespace accounts with the aim of originating new transformational deals and build the Consulting/IBM pipeline •Prepare proactive (often unsolicited) and compelling CXO/Board level point of views and value propositions, including articulation of how these solutions drive value for our customers, leveraging our focus offerings and solutions •Prepare compelling business cases to support the deal value proposition. •Manage deal progression from origination to qualification. Work with Consulting Sales teams to orchestrate the deal teams from across Consulting and wider IBM organization and bring the best of the company together to maximize value to the customer. •Qualify deals using a structured approach and IBM approved tools •Prepare the deal stakeholder management plan and lead/coordinate stakeholder engagement actions with the account team •Transition deal management to Deal Maker/CSE at deal qualification stage. Support the deal team during the post qualification phase and help negotiate and close the deal •Contribute towards building a network of C-suite relationships which can be a basis for future commercial opportunities •Conduct proactive industry and market research to develop large deal origination playbooks and other accelerators **Required technical and professional expertise** •Top-notch seller with strong consulting sales experience in a prestigious consulting/IT services. Proven ability to originate and close large and transformative deals (US$ 25M+) •Proven ability to build and nurture client relationships at various levels, especially at the C-suite and Board level •Seasoned executive with the gravitas to effectively engage senior client stakeholders. •Strong influencing and leadership skills reflected by the ability to work effectively across a variety of internal and external stakeholders. •Expert level understanding of a set of industry with strong business acumen. •Demonstrated expertise in developing large scale technology-enabled business transformation program roadmaps with supporting business cases •Expert level understanding of exponential technologies (such as Hybrid Cloud and AI) and associated practices, technology trends and their impacts to business and users •Highly developed verbal and written communication skills, including capability to develop and deliver high quality presentations •Operates as a true strategic business partner driving innovation and pioneering new business opportunities •Demonstrates resilience, perseverance, learning mindset, tolerance to ambiguity and a drive to win despite challenges •Experience in large deal sales in Asia Pacific with proven ability to successfully work across different countries and cultures •Prior industry/strategy consulting experience will be an advantage 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.