Business Development Manager - IBM

About the role

Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that delivers distribution, business consulting and channel enablement services to technology manufacturers and their channel partners serving commercial and government markets. The IBM Business Development Manager drives growth, expands market reach and engages partners across Arrow's IBM business, acting as the main interface between IBM, Arrow and its channel partners.

Key responsibilities

• Develop and execute the annual IBM business plan and drive revenue growth, profitability and market share across the IBM portfolio
• Identify emerging market opportunities, build and maintain an active sales pipeline through channel partners and collaborate with sales leadership on strategic opportunities
• Recruit, onboard and develop new IBM-focused channel partners and resellers, and support them with IBM certifications and go-to-market capabilities
• Maintain executive-level relationships with IBM, lead regular business reviews and manage vendor funding programs, MDF investments and incentive initiatives
• Deliver business development workshops and training, support joint marketing campaigns and partner events, and forecast and report on sales and pipeline

Required profile

• 5+ years of experience in channel sales, business development, vendor or partner management
• Experience with IBM solutions or another leading enterprise technology vendor
• Proven track record of achieving revenue and profitability targets
• Desirable: experience in a technology distributor or channel-focused organisation, knowledge of IBM Software, Automation, Data & AI, Security, Infrastructure and Hybrid Cloud solutions, and understanding of IBM Partner Plus programs

Required skills

• Strong understanding of indirect sales models and distribution ecosystems
• Excellent relationship-building, presentation and negotiation skills
• Commercial acumen and analytical mindset

What we offer

• Permanent contract after probation, flexible working hours and hybrid working model
• Company car, performance-based pay (base salary plus bonus) and attractive benefits
• Open, collaborative culture with a supportive team and flat hierarchies