Business Development Manager – IBM

About the role

The IBM Business Development Manager at Arrow drives growth, expands market reach, and engages partners across Arrow’s IBM business. Acting as the primary interface between IBM, Arrow, and channel partners, you will develop strategic plans, identify revenue opportunities, and help partners build successful IBM practices.

Key responsibilities

• Develop and execute the annual IBM business plan aligned with vendor and distributor objectives.
• Drive revenue growth, profitability, and market share across the IBM portfolio.
• Recruit, onboard and develop new IBM‑focused channel partners and resellers.
• Maintain executive‑level relationships within IBM and lead regular business reviews.
• Deliver business development workshops, training sessions and support joint marketing campaigns.
• Maintain accurate sales forecasts, pipeline reporting and provide regular business updates.

Required profile

• 5+ years of experience in channel sales, business development, vendor or partner management.
• Experience working with IBM solutions or a leading enterprise technology vendor.
• Strong understanding of indirect sales models and distribution ecosystems.
• Proven track record of achieving revenue and profitability targets.
• Excellent relationship‑building, presentation and negotiation skills.

Required skills

• Knowledge of IBM Software, Automation, Data & AI, Security, Infrastructure and Hybrid Cloud solutions.
• Understanding of IBM Partner Plus programs and partner ecosystem strategies.
• Experience managing MDF budgets and partner incentive programs.

What we offer

• Permanent contract after probation period with flexible working hours.
• Hybrid working model / Home Office options and company car.
• Open and collaborative company culture in a modern, dynamic environment.
• Performance‑based compensation package (base salary plus bonus).