Proposal Specialist - Deal Facilitator

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

The Proposal Specialist is a critical role within IBM Expert Labs, responsible for leading, developing, and coordinating high-quality client proposals that enable revenue growth across North America. This role partners closely with technical leaders, sellers, and stakeholders to translate complex solutions into compelling, client-ready proposals that align with IBM’s strategic offerings and delivery capabilities.

The Proposal Specialist operates in a fast-paced, deadline-driven environment, ensuring proposal excellence, compliance, and differentiation while supporting pipeline acceleration and deal closure.

Required technical and professional expertise

Key Responsibilities

1. Proposal Development & Management

• Lead end-to-end proposal development lifecycle for services opportunities, Q2C process.

• Collaborate with technical SMEs, architects, and delivery teams to craft clear, value-driven solutions.

• Structure and write client-facing proposal content, including:

• PCRs

• Statements of Work (SOW)

• DOUs

• Ensure proposals align with client requirements, IBM standards, and win strategies.

1. Stakeholder Collaboration

• Act as the central coordination pointacross:

• Sales teams

• Technical experts (AI, Cloud, Automation, Data, etc.)

• Finance and legal stakeholders

• Facilitate discussions to ensure solution clarity, feasibility, and competitiveness.

• Translate technical language into business value and outcomes for clients.

1. Quality, Compliance & Governance

• Ensure proposals meet IBM quality standards, branding, and governance requirements.

• Validate compliance with client RFP instructions and contractual expectations.

• Conduct reviews, version control, and final packaging for submission.

1. Proposal Strategy & Value Positioning

• Support development of win themes and differentiators.

• Highlight IBM’s:

• Industry expertise

• Delivery capabilities

• Innovation (AI, automation, hybrid cloud)

• Tailor proposals to client-specific challenges and business outcomes.

1. Tools, Automation & Continuous Improvement

• Leverage tools such as:

• Power Automate / workflow tools/ watson

• Content libraries / proposal repositories

• Collaboration platforms (e.g., Teams, SharePoint/OneDrive)

• Drive efficiency through automation and reusable content frameworks.

• Contribute to continuous improvement initiatives, including:

• Proposal templates

• Knowledge management

• Best practices

1. Delivery & Timeline Management

• Manage multiple concurrent proposals with tight deadlines.

• Track milestones and ensure on-time, high-quality submissions.

• Proactively identify risks and adapt to changing priorities.

Preferred technical and professional experience

The Proposal Specialist is a critical role within IBM Expert Labs, responsible for leading, developing, and coordinating high-quality client proposals that enable revenue growth across North America. This role partners closely with technical leaders, sellers, and stakeholders to translate complex solutions into compelling, client-ready proposals that align with IBM’s strategic offerings and delivery capabilities.

The Proposal Specialist operates in a fast-paced, deadline-driven environment, ensuring proposal excellence, compliance, and differentiation while supporting pipeline acceleration and deal closure.

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.