Strategy Principal - Sales Intelligence, Catalyst, Strategic Sales chez IBM

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

Role in Strategic Sales Catalyst team - EMEA (incl. UKI)

Summary: Lead the delivery of competitive, market, and account-level intelligence to support deal origination and the strengthening of pursuit strategies for large, complex opportunities. Provide strategic insights, executive profiles, and competitive positioning to enable sales leadership to achieve consistent wins and build sustainable, long-term client relationships.

Purpose: To scale capacity for Sales Intelligence coverage, and strengthen qualification discipline, thereby enabling improved win rates for GT10 deals across EMEA and UKI. Currently working on process optimisation, automation and GenAI infusion to all of Catalyst processes.

Key Responsibilities:

• Drive competitive and market research programs and translate findings into clear strategic recommendations for high-value pursuits.

• Develop Executive Profiles to deepen understanding of key client decision makers and support stronger executive engagement.

• Coach sales teams on competitive deals, delivering insights, challenger points of view, and co-creating Winning Strategies.

• Operationalize GenAI to strengthen the large deal pursuits.

Required technical and professional expertise

Key Skills & Attributes:

• Strong expertise in competitive and market intelligence sources; ability to turn data into strategic insights.

• Exposure to advanced research methods and tools, with the ability to apply them to generate insights and develop forward-looking strategies.

• Advanced analytical and problem-solving skills with a focus on "so-what" impact and actionable recommendations.

• Excellent storyboarding, storytelling, and executive-level communication skills.

• Strong stakeholder management with the ability to influence without authority in fast-paced, deadline-driven environments.

• Interest or experience in AI‑enabled or digital transformation is a plus.

Preferred technical and professional experience

• Emerging Technology Expertise: Experience working with emerging technologies, including analyzing and applying their impact on business and technology strategies, is beneficial for success in this role.

• Industry Thought Leadership: Experience developing and presenting thought leadership content, such as articles, whitepapers, or conference presentations, is desirable.

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.