Proposal Specialist

Job Description

Proposal Specialist

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Join to apply for the Proposal Specialist role at IBM.

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Introduction

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Joining IBM Technology Expert Labs means becoming part of a team that delivers world‐class services to our clients. As the ultimate experts in IBM products, we bring together technology and services to help customers solve their most challenging problems. Our mission is to accelerate time‐to‐value confidently, ensuring speed and insight while clients focus on growing their business.

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As a Proposal Specialist, you will provide leadership, knowledge, and support to help sellers and opportunity owners navigate the bid and proposal management process. You will act as the proposal development process expert, working closely with Expert Labs Sellers and Solution Architects to create high‐quality proposals that clearly articulate the customer's needs, IBM's proposed solution, and the benefits to the client. Your role is critical in ensuring proposals meet client requirements, adhere to IBM business rules and standard processes, and maximize the chances of securing contracts.

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Your Role And Responsibilities

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Act as a Deal Facilitator, providing leadership, knowledge, and support to help sellers and opportunity owners through the bid and proposal management process. Operate as the proposal development process expert, ensuring proposals meet client requirements and IBM standards.

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Proposal Development

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• Collaborate with Expert Labs Delivery Team to create transaction documents (SOWs, PCRs, DOUs) using IBM templates and guidelines.
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• Ensure compliance with IBM standards and correct agreement references.
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• Identify non‐standard terms and conditions and engage IBM Legal when necessary.
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• Manage timelines for proposal delivery, incorporating review cycles.
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• Contribute to and maintain SOW templates for top sales plays.
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Pricing Development

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• Work with Expert Labs Delivery Team to develop accurate price cases using IBM pricing tools.
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• Understand IBM pricing guidelines and apply them to proposals.
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• Participate in solution review meetings to validate pricing and incorporate feedback.
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Conga Interlock

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• Submit transaction documents and price cases in Conga, ensuring accuracy and compliance.
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• Validate customer and agreement details, and elevate non‐standard terms when needed.
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Transaction Support

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• Collaborate with stakeholders on bid decisions, risk mitigation, and proposal quality.
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• Support contract review and approval processes in line with IBM's O2O standards.
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• Enable contract registration and ensure proper cost/revenue flow.
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Preferred Education

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None.

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Required Technical And Professional Expertise

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• Strong collaboration and communication skills.
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• Proven ability to meet deliverable timelines.
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• Fast learner.
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• Excellent writing skills for creating clear, concise transaction documents.
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• Working knowledge of project methodology and IBM solutions.
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• Proficiency in Microsoft Word, Excel, and PowerPoint.
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• Strong attention to detail and ability to manage multiple priorities.
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• Strong coordination skills with cross‐functional teams (Sales, Architects, Delivery).
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• Strong drive to leverage AI for continuous improvement, fostering agility and enabling breakthrough solutions at scale.
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• Ability to work independently and take ownership of assigned deals.
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Preferred Technical And Professional Experience

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• Experience in proposal development or bid management.
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• Familiarity with IBM's Opportunity to Order (O2O) process.
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• Understanding of technology solutions and delivery models.
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• Basic graphic design skills for proposal formatting.
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• Leadership skills to build alliances and foster trust across teams.
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• Basic understanding of CRM or sales tools (e.g., Salesforce).
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• Experience working in fast‐paced environments.
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• Understanding of:\n
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  • Service Level Agreements (SLAs)
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  • Pricing models
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  • COLA (Cost of Living Adjustments)
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  • Benchmarks and performance clauses
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  • Services financial terminology
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Seniority Level

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Mid‐Senior level

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Employment Type

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Full‐time

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Job Function

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Other

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Industries

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IT Services and IT Consulting

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Location

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Melbourne, Victoria, Australia