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

About the Role

The Global Strategy & Business Analyst Lead is a critical leadership role within the Red Hat Global Digital Sales Operations ecosystem. This role serves as the central anchor for executing high-impact sales enablement mechanics, predictive commercial reporting, robust business controls, and complex compensation/headcount infrastructure.

The ideal candidate sits at the intersection of enterprise data governance, financial modeling, and cross-functional go-to-market (GTM) strategy. You will design, build, and oversee data-driven dashboards (primarily leveraging Tableau) while directly steering foundational business cadences—ranging from weekly pipeline and forecast monitoring to annual "Fall Plan" architecture, incentive-structure rollouts, and executive leadership team (ELT) reporting.

Core Pillars of Responsibility

Data Analysis

Transform raw sales performance, budget, and tracking matrices into actionable strategic foresight. Champion data validation workflows across systems to guarantee an absolute source of truth.

Sales Strategy

Translate corporate-level commercial ambitions into executable regional maps, market-attainment strategies, territory segment structures, and target allocations.

Tools & Dashboards

Act as product owner and designer for critical analytical execution suites, including Pipeline, Bookings, Pricing/Discounts, and Executive/Leadership analytics tools.

Stakeholder Management

Serve as a trusted advisor to Executive Leadership Teams (ELT), regional operations heads, and global compensation boards to align operational cadences with corporate goals.

Organizational Collaboration

Bridge communication and workflow gaps across the Global Sales, Operations, Finance, and Incentives to synchronize execution across varied business cycles.

Key Functional Duties

• Operational Performance Governance & Execution
• Own and manage the end-to-end global Sales Attainment Framework, tracking Quarterly/Yearly attainment metrics alongside additional exception processes.
• Lead critical quarter-close operational preparation, managing working documentation, and synthesizing final attainment submittals for incentive plan closure.
• Design, maintain, and innovate reporting solutions using Tableau to visualize complex health-of-business mechanics.
• Strategic Incentive Planning & Target Modeling
• Lead the structural configuration and target distribution of the Global Sales Incentive (GSI) / Incentive Plan Layout (IPL), serving as the Global Subject Matter Expert (SME) across geographies during deployment.
• Drive organizational Headcount (HC) Modeling and Budgeting routines, computing the exact headcount resources necessary per sales target bracket and continuously reconciling tracking charts and organizational trees.
• Facilitate comprehensive business design strategies, including the annual Fall Plan, target consolidation/distribution, and various types of incentive matrices.
• Multi-Tier Business Cadences & Communications
• Prepare, orchestrate, and author background presentations for high-profile stakeholder syncs: Weekly Performance Reviews, Monthly ELT Business Briefs, Quarterly All-Hands, and Geo Quarterly Business Reviews.
• Govern and run sales contest frameworks, completing quantitative data validations and identifying winner results.
• Provide weekly multi-regional forecast reviews while managing ad-hoc operations requests globally.
  
  

Required Experience & Professional Profile

The ideal candidate possesses 7+ years of experience in Sales Operations, Financial Planning & Analysis (FP&A), or Strategic Business Analytics within a fast-paced enterprise software or SaaS organization (Open Source background a major plus). Mastery of advanced visualization tools (Tableau and Salesforce), deep exposure to global variable incentive design, and an elite capability to interface and align with senior cross-functional executives are mandatory requirements.

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

Required Experience & Professional Profile

The ideal candidate possesses 7+ years of experience in Sales Operations, Financial Planning & Analysis (FP&A), or Strategic Business Analytics within a fast-paced enterprise software or SaaS organization (Open Source background a major plus). Mastery of advanced visualization tools (Tableau and Salesforce), deep exposure to global variable incentive design, and an elite capability to interface and align with senior cross-functional executives are mandatory requirements.