Pursuit Manager

IBM Consulting careers thrive on long-term client relationships and global collaboration. You’ll partner with leading companies across industries to shape their hybrid cloud and AI journeys, leveraging IBM technology, Red Hat, and strategic partnerships. Our culture values curiosity, challenges norms, and fosters innovation to deliver meaningful client impact while supporting your long-term career growth.

About the role

The Strategic Sales Pursuit Manager accelerates large, complex deal closings by managing and executing end-to-end pursuit management best practices—from early deal origination through contract registration. As part of the IBM Consulting Americas Strategic Sales Team, you’ll collaborate with Deal Leaders, Market/Industry Deal Coaches, and Deal Teams to manage client deliverables for sole-source and competitive opportunities, including IBM-originated and RFx engagements.

You’ll develop pursuit plans, define and engage deal team resources, and provide leadership throughout the deal lifecycle. Responsibilities include tracking and driving proposal development, ensuring deliverables meet client business and technical requirements, and managing internal review and approval processes for solutions and pricing. This role serves as a trusted advisor to the Deal Team, working alongside the Deal Leader to guide the entire deal lifecycle from origination to close. This position can be performed remotely from anywhere in the U.S.

Responsibilities

• Accelerate large, complex deal closings by managing and executing pursuit management best practices.
• Collaborate with Deal Leaders, Market/Industry Deal Coaches, and Deal Teams to manage client deliverables for sole-source and competitive opportunities.
• Develop and execute pursuit plans, defining and engaging appropriate deal team resources.
• Provide continuous leadership to the deal team throughout the sales process.
• Track and drive proposal development to meet client business and technical requirements.
• Manage internal review and approval processes for solutions and pricing.
• Serve as a trusted advisor to the Deal Team, guiding the deal lifecycle from origination to close.

Requirements

• Proven leadership, management, consulting, planning, and execution experience.
• Proven sales, proposal, bid, and/or project management experience.
• Self-confidence in working with executives and leading teams.
• Outstanding written and oral communication and interpersonal skills.
• Strong critical thinking, design thinking, and problem-resolution skills.
• Excellent organization, time management, meeting management, and collaboration skills.
• Strong financial tracking and reporting skills.
• Ability to work professionally under pressure against tight client deadlines.
• Proactive in anticipating and addressing challenges.

Preferred Qualifications

• Strategic deal, solution, and financial acumen, including experience shaping solutions and pricing strategies.
• Experience working with financial models to articulate business value and support complex deal decision-making.
• Strong understanding of enterprise pursuit governance, including internal review and approval processes, document and deliverables management, and disciplined deal execution.

Preferred Education: Bachelor’s Degree