**Introduction** A Dealmaker's mission in IBM is to lead, negotiate and close large multi-brand deals with complex pricing and contractual constructs in large enterprise agreements. With credibility as a trusted market and industry advisor, you'll understand deal complexities, and be able to articulate the benefit of solution components that results in value optimization for IBM and our clients. Being highly skilled in developing client relationships, you'll use your consultative style to lead client negotiation discussions that instill confidence and trust, leading to investment in IBM's products, services, and people. Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators - always willing to help and be helped - as you apply passion to work that will compel our clients to invest in IBM's products and services. **Your role and responsibilities** The Software Portfolio ELA Deal Maker is responsible for addressing client's business needs and delivering client value while supporting the strategy of the entire Cloud and Cognitive Software portfolio (including Cloud Platform, Data and AI, Automation, AI Applications, and Security), as well as negotiations to drive Enterprise License Agreement (ELA) closures. The Software portfolio Deal Maker works with sales teams to identity specific business strategies by leading planning sessions and large deal design focused on increasing IBM footprint and market share whether single or multiple business units and geographies, depending on client structure. Maintaining equity and consistency based on client commitment is critical to ELA success **Required technical and professional expertise** With excellent communication and empathy, you'll work closely with clients to develop trusting, long-term relationships to understand and promptly respond to their needs. You'll show them how IBM's industry leading solutions unlock the true potential of cloud and AI in their enterprises and build smarter businesses. Your primary responsibilities will include: Leading Complex Technology Deals: Lead, plan, design, negotiate, and close large, complex technology deals that often involve multiple cross-brand solutions. Articulating Business Value: Skillfully articulate the business value of partnering with IBM, ensuring the legal and accounting integrity of transactions throughout the contract's duration. Structuring Contracts for Long-Term Success: Structure contracts with an emphasis on long-term revenue and profit while developing innovative business and financial models to meet evolving client requirements. Collaborative Licensing Strategies: Collaborate closely with IBM Licensing to align the best interests of the client and IBM. Show creativity and innovation in structuring complex deals for major international accounts. Contributing to Account Strategy: Actively contribute to account strategy, focusing on building continuous business and financial value through the IBM and client partnership. 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.