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

Create, develop, and close proactive consulting deals focused on marketing, digital, and customer experience transformation with new clients, new logos, and new Lines of Business. Drive growth for IBM Consulting by identifying, shaping, and closing Adobe-related consulting services opportunities, with a focus on transformation initiatives across marketing, content, commerce, customer journey, data, and experience platforms. Build and execute a proactive sales strategy that originates new business, expands executive relationships, and positions IBM as a strategic transformation partner rather than only a technology provider. Leverage knowledge of the Adobe ecosystem, including relationships with Adobe account teams and an understanding of Adobe platforms, to identify and pursue joint opportunities. Engage senior client stakeholders, including C-suite and business leaders, by connecting client priorities to broader business transformation outcomes such as growth, efficiency, personalization, and improved customer experience. Develop and execute sales plans to achieve revenue targets, consulting signings objectives, and market growth goals. Coordinate and lead deal pursuits within the Market, including opportunity qualification, pursuit strategy, proposal development, pricing, and contract negotiation. Manage and orchestrate cross-functional pursuit teams as needed, including strategy, solutioning, partner teams, delivery leaders, and subject matter experts, to progress opportunities through the sales lifecycle. Build and maintain strong relationships with key clients, Adobe stakeholders, alliance teams, and internal IBM partners to support pipeline development and deal closure. Stay current on industry trends, including marketing transformation, customer experience modernization, AI-enabled personalization, and the competitive landscape, to inform sales strategy and client engagement. Collaborate closely with solutioning, delivery, alliance, and industry teams to ensure that proposed solutions address client needs and can be delivered successfully.

Required Technical And Professional Expertise

Proven ability to sell consulting services and lead complex pursuits focused on business transformation, especially in marketing, digital, and customer experience domains. Strong understanding of Adobe offerings and ecosystem dynamics, with the credibility and relationships needed to work effectively with Adobe and Adobe-aligned clients. Broad knowledge of marketing and customer experience transformation, including digital marketing, content supply chain, personalization, commerce, customer data, and journey transformation. Demonstrated success as a proactive seller with the ability to independently hunt, create pipeline, cultivate executive relationships, and close net new business. Excellent communication, executive presence, and interpersonal skills, with the ability to build trust and maintain strong relationships with clients, partner stakeholders, and internal teams. Ability to understand client business priorities, industry context, and financial drivers, including using public information such as annual reports and market signals to shape account strategy. Experience leading cross-functional teams through complex sales cycles, including solution development, business case creation, proposal development, and negotiation. Strong growth mindset with speed, accountability, and a strong drive to win in a fast-paced environment. Ability to work independently, manage multiple priorities, and navigate ambiguity while maintaining strong sales discipline.

Preferred Technical And Professional Experience

Experience working within a global consulting firm or professional services organization. Experience selling services related to Adobe, Salesforce, or other digital marketing and experience platforms, with a clear emphasis on consulting and transformation work. Familiarity with IBM Consulting services offerings, Adobe partnership motions, and relevant industry trends. Industry specialization or experience in sectors undergoing significant customer and marketing transformation. Proven track record of exceeding sales targets and building strong executive-level client relationships.